Negotiating

Question 1

When is negotiation must effective

Answer 1

When collaboration is used to create a solution that satisfies key needs on both sides

Question 2

Negotiation

Answer 2

• Process when two or more parties work together to reach agreement on a matter.
• Involves distinguishing between needs and wants

Question 3

Needs

Answer 3

Are essential to a leader’s goal

Question 4

Wants

Answer 4

Are attractive not not really essential

Question 5

Negotiating grievances and contract interpretations

Answer 5

Are to be conducted in the existing legal frameworks

Question 6

Approaches to negotiation include

Answer 6

• Soft negotiators
• Hard negotiators
• Principled negotiation

Question 7

Soft negotiators

Answer 7

• Value the relationship more than the outcome
• Will back down on issues in the interest of reaching an agreement - even if they are no longer getting what they need

Question 8

Hard negotiators

Answer 8

Are committed to winning, even at the cost of the relationship

Question 9

Principled negotiation

Answer 9

• Negotiator aims for mutual gain
• Applies interest-based rational negotiating or integrative barganing

Question 10

Interest-based relational negotiating (integrative bargaining)

Answer 10

• Focus on the problem instead of personal differences
• Focus on mutually beneficial outcomes rather than hard positions
• Identify common interest and make them a goal for the negotiation
• Creative - with options on both sides
• Goal is win-win requiring some sacrifice

Question 11

How to approach a negotiator who bullies, manipulates or deceives

Answer 11

• Persist with commitment to win-win
• Do not retreat or concede to their negotiating position
• May walk away if needed

Question 12

HR actions to unethical behaviors in negotiations

Answer 12

Violation should be documented and reported to involved parties

Question 13

Steps in the negotiation process include

Answer 13

1. Preparation
2. Relationship building
3. Information exchange
4. Persuasion
5. Concessions
6. Agreement

Question 14

Preparation step in the negotiation process

Answer 14

• Negotiator should identify critical needs and wants that could be concessions and possible demands from the other side
• Defining your BATNA

Question 15

Defining your BATNA

Answer 15

• Best alternative to a negotiated agreement
• Knowing your possible alternatives if negotiation fails to establish more accurate value and proposal you can live with
• Should also be performed from the other side to anticipate reactions

Question 16

Relationship building step in the negotiation process

Answer 16

• Creating atmosphere that encourage comfort and openness.
• Trust is built with the exchange of personal information that reveals character.

Question 17

Information exchange step in the negotiation process

Answer 17

• Positions and needs are explained on both sides
• Perspective talking First offer “anchors” or defines negotiating point.

Question 18

Perspective talking

Answer 18

Seeing the issue from the other side

Question 19

Perspective talking advantages

Answer 19

• Helps negotiators anticipate reactions to proposals and overcome negotiating obstacles
• Approach problem from different angle
• Expands options
• Propose win-win solutions
• Makes first offer an advantage

Question 20

Persuasion step in the negotiation process

Answer 20

• Negotiators seek mutually beneficial options rather than trying to win the other side to their own position.
• Possible since both sides understand the other side
• Negotiators focus on dividing interests rather than sticking to distinct positions

Question 21

Concessions step in the negotiation process

Answer 21

• Both sides find wants that are not essential to agreement.
• Some negotiators plan to make small concessions, while others never make concessions—at least, formally.
• In a multi-party negotiation, one can try to get the other participants to bid against each other in the manner of an auction.

Question 22

Agreement step in the negotiation process

Answer 22

• Agreements may be legal instruments or verbally expressed understandings.
• Requirement of a legal contract may itself be offensive to some cultures, who view it as a sign of lack of trust in the relationship.
• Negotiators must also be alert to agreement that is only apparent and may result from a desire to avoid conflict.

Question 23

Negotiating in Multicultural Settings

Answer 23

• Be aware of influence of culture on negotiating styles
• Apply synergistic approach

Question 24

Synergistic approach

Answer 24

Recognize the differences in negotiating styles across cultures and uses those differences to craft agreements that allow both sides to win.

Question 25

How to apply synergistic approach to negotiation

Answer 25

* Try to understand the values the other side brings to negotiations and what they hope to achieve through negotiation. * Creates ease, trust, and respect. * With understanding differences - negotiators can avoid having to compromise their desires. * Since each side may want different things, it may be possible to reach win-win agreements more easily.