Page 107 - DMGT519_Conflict Management and Negotiation Skills

Unit 4: Negotiation

Think about the good things you could do with the ` 10,000 the other side would like you Notes
to give away. Ask yourself, ‘Is getting rid of a little stress worth ` 10,000?
3. If your need to be liked or seen as a reasonable person is urging you to make a concession,
forget about it. The other side is more likely to view you as a chump or an easy mark if you
concede too readily. Remember, that deal making isn’t about making friends.

The Ticking Clock

In a buyer – seller negotiation, time can be an important tool.

Tactics for Integrative Negotiations

Getting Started

There’s a big difference between keeping your mouth shut while the other party is talking and
what communication experts refer to as “active” listening. Active listening helps you capture
what the other side has to say while signaling that you are alert and eager to hear what the other
side has on its mind. Here are some tips which will help you in any type of negotiation for being
an active listener.
1. Keep your eyes on the speaker.

2. Take notes as appropriate.
3. Don’t allow yourself to think about anything but what the speaker is saying.
4. Resist the urge to formulate your response until after the speaker has finished.
5. Pay attention to the speaker’s body language.

6. Ask questions to get more information and to encourage the speaker to continue.
7. Repeat in your own words what you’ve heard to ensure that you understand and to let the
speaker know that you’ve processed his or her words.

8. Look for options that exploit differences.
9. Access to resources.
10. Future expectations.
11. Time preference.

12. Risk aversion.

Continual Evaluation and Preparation

Normally we think of negotiating as a liner process of preparation, negotiation and eventual
agreement or failure. The first step takes place away from the table the rest take place at the
table. In simple interactions, this model often holds true. But many other negotiations are
complex and can take place in succeeding rounds and involve several different parties. New
information can appear at various points casting new light on the issues at stake. Different
parties can offer concession or heighten their demands. This more complex dynamic negotiation
suggests a non-linear approach to the preparation process.

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