Negotiation Strategies: Interests, Options, and Tactics

Negotiation Strategies: A Comprehensive Overview

Understanding Your Interests

• Your Interests: List them. What would be a great deal for you? Why do you want these things? What is the relative value of the different issues for you?
• Options: What are the range of options you have on each interest?

Alternatives and Communication

• Your Alternatives: What happens for you if there is no deal? What is your BATNA (Best Alternative To a Negotiated Agreement)? What is the worst possible deal you would still accept?
• Your Communication: What will you ask/what will you convey? What information do you need to get? What questions should you ask to test them? What facts can you use to convince? How to best frame them? What tough questions are they likely to ask? How should you respond? Opening statement?

Relationship and Justification

• Your Relationship: Current? Preferred?
• Your Reasoning or Criteria to Justify Your Claims: What you want to ask them for, remember the power of providing a justification.

Planning the Negotiation Process

• Plan for the Negotiation Process: How will it unfold? What will we envision the commitment process?

Negotiation Tactics

Tactics: Shotgun | Off limits | Mandate | Sell cheap Get famous | Who's your friend? | See you in court | Good guy Bad guy | Last min escalation | Fading beauty | Salami | Brooklyn optician | Noah's ark | Limited autonomy | Mother Hubbard | Info from Heaven

Common Biases in Negotiation

Bias: Availability (Ease of recall, Retrievability) Representative (Insensitivity to base rates, to sample size, misconceptions of chance, regression to the mean, conjunction fallacy) Positive (anchoring, confirmation trap, conjunctive/disjunctive events, overconfidence, hindsight) mental accounting, endowment, omission, status quo, certainty, pseudo-certainty, change blindness, groupthink, escalation of commitment, framing, fixed pie, winner's course, abelline y allis paradox, aikido y krav maga moves.

Cultural Dimensions (Hofstede)

Hofstede: Power distance | Individualism vs collectivism | Motivation towards achievement and success | Uncertainty avoidance | Long-term vs short-term orientation | Indulgence vs restraint

Social Psychology (Cialdini)

Social Psychology (Cialdini): Reciprocity, Consistency, Social Proof, Authority, Likeability, Scarcity | Principles of influence: loss aversion, aggregate gains/dissag. loses, door in the face, foot in the door, status quo, reciprocity norm, social proof, reference points

Defense Strategies

Defense strategies

Thomas Kilmann Conflict Modes

Thomas Kilmann conflict modes

Key Challenges in Multiparty Negotiations

Key challenges multiparty, solutions and levels