Page 103 - DMGT519_Conflict Management and Negotiation Skills

Unit 4: Negotiation

Reduce Notes

Reduce their concessions warning
1. Do it carefully.
2. Do not overplay.
3. Do not antagonize.

R Acknowledge their concessions but Reduce them – (well, that is a small step forward, I
suppose) or quote the value that sound smaller (some beginning has been made, at least
etc.)
E Treat them as given; Expected rather than valued – (that was expected, nothing new has
come, any way etc).

D Deny any real value (that does not really help me).
U Underplay the expressions – even thank both in words and tone (thank rather than thank
you very much).

C Contribute it back to them – (well, if that would help you, let us do that way).
E Reject with Empathy – (well I can see that you might think that would be acceptable to us,
but …..)

Dealing with reluctant bargainers

Three things you can do to help reluctant bargainers reach this conclusion:

1. Offer incentives
2. Put a price on the status quo
3. Enlist support

Making a Good Start

1. Express respect for the other side’s experience and expertise.
2. Frame the task positively, as a joint endeavour.

3. Emphasize your openness to the other side’s interests and concerns.
The negotiation environment can affect the level of tension and openness that prevails. If you
are interested in lowering tension and seeking collaborative discussion, follow these tips:

1. Never underestimate the value of “breaking bread”. In practically every culture, breaking
bread is a bonding ritual. So have coffee, soft drinks, and light snacks available with
reluctant bargainers.
2. Use small talk at the beginning to dispel tension, lower people’s natural defenses, and
begin the process of building relationships. Even in a win-lose negotiation, small talk
helps the different sides know each other better and gauge each other’s truthfulness. It
may also loosen people up the point of seeking value creating opportunities.

3. Learn from what the small talk reveals about the other negotiator’s style and manner.
4. If the other side is very formal, don’t speak too casually- they may interpret this as a lack
of seriousness on your part. If the other side is decidedly informal, speak in a more casual
way, perhaps using metaphors with which they are comfortable.

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