Negotiation Strategy

How then do we decide which negotiation strategy to follow? Within a commercial context, the following negotiation strategy options are available to us:
1.Avoiding negotiation altogether.
2.Engaging in a competitive negotiation where we seek to achieve our goals aggressively.
3.Engaging in an accommodating negotiation where we seek to satisfy only the needs of our counterparty to the exclusion of our own needs.
4.Using a compromising approach where we seek to satisfy some of our needs and interests and some of the needs and interests of our counterparty.
5.Deploying a collaborative negotiation approach where we seek to satisfy all our needs and interests in addition to satisfying all the needs and interests of our counterparty.
How then to deal with this situation?
A key part of the negotiation preparation process should be focused on trying to understand your counterparties needs, interests and objectives. This will assist you in identifying the likely negotiation strategy that they will be pursuing.
If your counterparty is avoiding a negotiation, you can be sure that your organisation is not being viewed as a contributor of competitive advantage to your counterparty's organisation. Your challenge would in the 1st instance be to reconsider the way that your products and services are packaged.
The aim should be to add to the achievement of the strategic business objectives of your counterparty by identifying the components of your offering that matches their strategic needs. If you find yourself at the wrong end of a competitive negotiation, it would serve you well to be familiar with the most often used negotiation tactics as you will most certainly be confronted with a tactical approach.

Ex.4. Match two columns.

NEGOTIATIONS

A. 1.Yield a. point where neither party will give in

2. Trade-off b. offer something much lower than your opponent will

ask for

3.Amplify c. anger held from a previous conflict

4.Concession d. arguing back and forth (often about prices)

5.Deadlock e. to give in to another’s request

6.Haggling f. power something that gives one party a greater chance

7.Leverage g. terms that are offered in return for something else

8.Log-rolling k. trading one favour for another

9. Low-ball h. a thing that is granted or accepted

10.Resentment l. agree

11.Comply m. expand, give more information

B. 1. Lower payment over a longer period of time sounded like a fair … until we asked about interest charges.

2. The client will only … to our conditions if we agree to work over the holiday weekend.

3. I was expecting my boss … in the initial offer, but he proposed a fair salary increase.

4. Could you … on your proposal, please.

5. After a bit of … we came to an agreement that pleased both of us.

6. I’d be willing … if you can offer me my own private office.

7. We’ve been … over this issue for too long now.

8. I think we can offer all of these … but not all at once.

9. When the discussions came to a … we wrote up a letter of intent to continue the negotiations next week.

10. We have a little bit of … because we are the only stationary company in town.

11.Mary’s … stems from our not choosing her to head the project.

Text 4. Discuss the text below.

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