Negociation, why do we negociate ?
Dissertation : Negociation, why do we negociate ?. Recherche parmi 300 000+ dissertationsPar dissertation • 20 Avril 2012 • Dissertation • 279 Mots (2 Pages) • 1 434 Vues
Negotiation
Why we negotiate? Because we want to exchange things, create economy:
- Routine exchanges don’t need specific negotiation, they’re common
- Negotiated exchanges
Negotiation variables:
- PRICE the most often cited
- Discounts and allowances
- Delivery date
- Quality
- Order timing and frequency
Negotiated exchanges:
To resolve conflict, divide resources, or resolve an issue
Involves presentation of demands or proposals by one party
Evaluation of these by the other one
Making of concessions or counter-proposals by both parties
3 parts of a negotiation:
- Pre-negotiation planning
- Negotiation
- Post-negotiation strategy
Pre-negotiation planning through 7 stages:
Setting objectives:
- State your maximum position
- Below minimum position is a “walk away”
Making concessions:
- Bargaining chips can include:
o Product volume
o Quality
o Features
- Identify “not negotiable items”
Selecting the team:
According to:
o Particular skills needed
o Personality
o Organizational constraints
o Overall negotiation strategy
o Agreement of other party on team size
Tactics:
- Careful planning
- Associated by basics arrangements:
o Timing, venue, lighting, air-cooler…
o Control of these can be crucial
- Examples:
o Stonewalling
o “Take it or leave it”
o Playing hardball
o Salami
o Lack of authority
o Good cop, bad cop
o Recessing
Setting the limits:
When will you stop asking for more?
BATNA: Best Alternative To a Negotiated Agreement
Negotiation stance:
o Win-win
o Win-lose
o Lose-lose
...