Negotiation Started

  1. Negotiation Tactics
    • Forbearance – withholding reaction deliberately even when you can and want to answer
    • Silence – stop talking and resuming talking – master using pauses
    • Surprise – try being less predictable
    • Fait Accompli – taking a chance -“fact accomplished”
    • Apparent Withdrawal – forbearance/deception
    • Reversal – opposing to popular trend/goal
    • Probing/Testing – try various strategies to identify/understand
    • Setting Limits – limiting time/venue/conditions
    • Feinting – diversion: look to the right, go to the left
    • Association – power of an example/reference
    • Disassociation – trying to belittle, discourage, etc
    • Crossroads – options/paths on table to continue road
    • Blanket – hit the other party with as many issues as possible
    • Randomizing – picking a free sample as if it represents all
    • Bracketing – firing to find out the area (guns)
    • Salami – little by little, one slice at a time
    • Quick Close – meeting halfway in stalemate or time
    • constraint
    • Agent of Limited Authority – gain time, avoid push
  1. ZOPA – Zone of Possible Agreement – essentially a range you can reasonably believe your agreement will fall. For example, if you are selling your car and you are researching online the current offers on the websites on the similar model/year/condition cars, you may discover the offers range from $8,000 to $10,000. That range is your ZOPA then – this is where you will try to place your deal, of course you would prefer more, but this range would be something you target anyways.
  2. BATNA – Best Alternative to Negotiated Agreement – or simply what is your next best option if do not get the current negotiated deal.
  3. Instrumental vs Affective Satisfaction – always try to understand what is the rational cause and what is the emotional (affective) cause for the other side to feel one way or another. You may receive exactly what you want from the deal but feel emotional dissatisfied, or sometimes vice versa, so both instrumental and affective satisfaction is important to consider.

Task to Prepare

There is no specific task to prepare for this reading apart from getting yourself familiar with the tactics presented here and discussed in class. During the upcoming class we will have some individual competitions. We will split into teams of 3 and decide to negotiate over some really hard topic where it will extremely difficult to find common interest. Yet, it may seem an easy task…

No more spoilers here – we shall play next class and the grades for our weekly activities will be allocated based on your negotiations. Let’s have fun and don’t get the things too personal no matter how you end negotiations please – remember, this is a playground for studying so that you are well-equipped for the real life confrontations.