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Week 9 - Negotiating.docx

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Department
Business
Course
BU121
Professor
Laura Allan
Semester
Winter

Description
Week 9 - Negotiating The One Minute Negotiator Model  What is a negotiation? o … The ongoing process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement.”  Do you need to know how to negotiate?  “Negotiaphobia” – disease of attitude and skill deficiency o Many people see negotiations as act of combat or conflict o Does not need to be a conflict o Skill you need to work on Three-Step EASY Treatment Process  Engage  Assess o Assess the situation, what you/they are likely to do  Strategize o Given tendencies, what is most effective strategy in this situation Thomas-Kilmann Conflict Mode Instrument  Late in the negotiation process after legitimate strategies fully used  When only a small gap remains on one issue  Always directly tied to an agreement  Do not compromise (meet in the middle), as neither side is happy not an effective strategy Negotiation Strategy Matrix  Reactive less effective than proactive, less assertive more likely to sit back and react, more assertive will be proactive  Avoidance o Generally not effective  Accommodation o Use with caution, not a way of building relationship o Setting yourself up to lose, opposition thinks they hold upper hand o However, can use it to test relationship, if take advantage then no solid relationship  Competition o An attitude; Don’t see relationship exist, take advantage  Collaboration o Cooperate with opposition, ideal strategy o Not natural, only 20% of pop collaborators o Most effective  Key is that collaboration is a learnable skill Negotiation Strategies  What really matters is how the other side sees you o Have to know own tendency, see it from their perspective o Gives you a sense on how they are going to try and act with you o Affects how they negotiate with you o “know yourself as others know you”  2 categories of collaborators: o Sages: Natural collaborators, can see when to collaborate, more effective at doing it o Dreamers: Wants collaboration but not good at seeing opportunity for it o If only collaborator, then making accommodations o Competition tendency more effective skill in collaborator o If competition tendency stronger, will come back at another competitor with same level of rebuttal, both will see need for collaboration otherwise will not go anywhere o If stronger tendency to accommodate will give in to a strong competitor - “unilateral collaboration is de facto accommodation” o Check strength of accommodation tendency vs competition tendency  Biggest concern is when the number for any strategy is way too high o Deploy this strategy regardless of the situation and the strategy used by the other party o Strategy too high is an issue, as may choose it without taking into account the other persons tendencies and specifics of issues Assess Their Tendency  Most people are extremely predictable  Key is to be observant enough to recognize it  Behavioural style and company culture  4 basic interaction styles – similar to DISC  Pace of information exchange  Focus on tasks or relationships  Drivers (D)  Expressives (I)  Amiables (S)  Analyticals (C) Interaction Styles  Analyticals o Interacting with someone moving fairly slowly, focus on the task, unemotional o If interacting with analytical, will want to see more information before making a decision o Very careful, don’t want to make a mistake o Appear to have tendency to avoid, but once they make a decision will stick with it  Drivers o Unemotional task focus, but in a fast paced way o Intimidates people, but may be easiest person to negotiate with o Very transparent and direct, easy to see what they want and move forward o Concerned with failing, okay with mistakes, want to win fundamental issue o Tend to take competing strategy  Expressives o Not focused on the detail their concern is different, don’t like to be bored, want to enjoy the experience with you o Move quickly, need to keep them stimulated or will not be engaged o Can tell their expressive, if act like they arent holding back will be very engaged  Amiables o Moving at very slow pace, want to make you happy o People focused, don’t like conflict o Hardest people to negotiate with, want others to be happy so will mask what they feel so hard to tell what they want o Strategy is accomadation, avoid making decision in order to avoid potential conflict o Understand what their style is, and how they are going to act upon it to better set a strategy Strategize  None of the four strategies are universally applicable or appropriate  Avoidance
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