BU121 Final: NEGOTIATING

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17 Oct 2016
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NEGOTIATING
EASY process
- Engage: Recognize you are in a negotiation and quickly review the viable strategies,
- Assess: Evaluate your tendency to use each of the negotiation strategies, as well as the
tendencies of the other side.
- Strategize: Select the proper strategy for this particular negotiation.
- Your One Minute Drill: Each time you begin a negotiation situation, take a minute to
review the three steps.
Negotiation Strategy Matrix 2 categories of collaborators; 5 basic negotiating strategies
when to use each, including compromise (Refer to the matrix)
- Avoidance: When you don’t even try to address the issue and take part in negotiating,
you just avoid it and hope that it will solve itself. You are reactive and low cooperation.
This results in both sides losing. Avoidance can be an effective strategy if the issue is
minimal or if there is a superior option readily available elsewhere.
- Accommodation: You give in and basically let the other side win; you should be careful
when using this strategy as sometimes it may be effective but if you continuously do it,
the other side will take advantage of that and you will always end up accommodating for
them and losing. You are reactive and high cooperation. This results in your side losing
and the other side winning. Accommodation can be used when you are in a significantly
weaker bargaining position (no leverage or influence). It is important to know how to
accommodate as well as when to.
- Competition: This is when you are always fighting to win and will never give in to what
the other side wants; you only think of yourself. This can create a problem in the
relationship between you and the other side if you are always fighting and trying to win.
If you are using the competition strategy, you are proactive and low cooperation. This
results in your side winning and the other side losing. Competition is a good strategy
when your opponent is not inclined/capable of collaborating or if what you are trying to
bargain for is not worth the effort to collaborate.
- Collaboration: This is when both sides work together to solve the problem so that they
both get the most they can out of it; you “expand the pie”. You look at all of the options
and pick the one that best helps solve the problem while allowing both sides to gain from
it. This strategy is proactive and high cooperation. It results in both sides winning.
Collaboration is the best strategy when a situation presents a significant opportunity with
capable and willing decision makers on all sides. This strategy requires preparation,
identification, trust and a lot of effort.
o Sages: They know when to collaborate and when not to
o Dreamers: They believe that collaboration is always the answer and so they go
into a negotiation ready to collaborate but if the other side is not also willing to
collaborate and is instead competing, these people will end up accommodating.
- Compromise: Both sides meet half way or both agree that neither get anything. One side
wants 7000 and the other side wants to pay 5000 so they compromise and settle on 6000.
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Document Summary

Engage: recognize you are in a negotiation and quickly review the viable strategies, Assess: evaluate your tendency to use each of the negotiation strategies, as well as the tendencies of the other side. Strategize: select the proper strategy for this particular negotiation. Your one minute drill: each time you begin a negotiation situation, take a minute to review the three steps. Negotiation strategy matrix 2 categories of collaborators; 5 basic negotiating strategies when to use each, including compromise (refer to the matrix) Avoidance: when you don"t even try to address the issue and take part in negotiating, you just avoid it and hope that it will solve itself. Avoidance can be an effective strategy if the issue is minimal or if there is a superior option readily available elsewhere. This results in your side losing and the other side winning. Accommodation can be used when you are in a significantly weaker bargaining position (no leverage or influence).

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