What are the 4 tactical bargaining task?
- Asses the other party’s target, RP, cost of terminating negotiations
- Manage the other party impression of the negotiator’s tagert, RP, cost of termination negotiations
- Modify the other party perception of his/her own target, RP, cost of termination negotiations
- Manipulate the actual cost of delaying or terminating the negotiation (time)
Asses the other parties target, RP, Cost of terminating negotiation
Direct: ethical or unethical
Indirect: backgroung checks
In asses the other party, describe ethical and unethical
Ethical: asking questions to get the relevant point
Unethical: pushing informal scenario to get info ex: going for drinks
In asses the other party, describe the step on background checks
- research
- Find why they need me? (indirect)
- ask open ended questions
Manage the other party impression of the negotiator’s target, RP, cost of termination negotiations (focus of the impression of my numbers have on that person)
- Screening act: Concealed info, calculated incompetence, kitchen sink
- Direct actions: Selective presentation, show cost of oneself, emotional reaction, time and length used to present an issue
Kitchen sink
give a lot of info, but only a bit is important
Calculated incompetence
- limited info
- limited info making power
Concealed info
Not saying information
Selective presentation
release only info that enhance your position, concealed that dont
Show the cost of oneself
show sacrifice your position is given
Emotional reaction
display a reaction that shows what matter to you and what dont
Time and length used to present and issue:
+ time explaining and issue
+ relevance has into a nego
Modify the other’s party perception of his or her own target, RP, cost of termination negotiation
- Concealed info
- Interpret your outcome: highlighting what they value
Manipulate the actual cost of delaying or terminating the negotiation (time)
- To plan a disruptive action: no action = lose something. It includes: boycott, public picketing, locking negotiators
- Form alliance with outsiders
- Manipulate the scheduling of the nego
Positions taking during a negotiation
1.Opening offer
2. Opening stance
3. Initial concessions
4. Role of concessions
5.Pattern of concessions making
6. Final offers
Before the opening offer we should
- Value characteristics: value given to certain issues
- content characteristics: they way the nego is constructed
In what case you should open the negotiation first?
Only if you have a strong BATNA
Characteristics of the opening offer
- Room for movements: get space between TP and RP
- Meta message: long way to go, lots of concessions, incorrectly estimate your RP
What are the disadvantages of a bad opening offer?
- To far from the TP
- Nego would be ended
- It will be rude, damage the relationship
