Science 7 - LAND and SEA BREEZE and its Characteristics
Negotiation Strategies for Expanding Value and Reaching Integrative Solutions
1.
2. With negotiations you need to create value
and find solutions that best meet the needs
By expanding the pie and meeting the needs
of all or most parties as much as possible will
allow you to claim an appropriate share for
yourself.
There are nine strategies outlined that can be
used to increase the size of the pie
3. Build trust and share information
Ask diagnostic questions
Provide information
Unbundle issues
Make package deals
Make multiple offers simultaneously
Use pre-settlement settlements
Search for post-settlement settlements
Structure contingency contracts by
capitalizing on differences
4. There are 6 types of info typically exchanged
The position
Underlying interests (needs)
Priorities
Key facts
Substantiation (arguments supporting the
position)
5. Questions related to underlying interest and
priorities increase the potential of reaching
an integrative solution.
These questions assist in the search for value,
and may help decrease the other party’s
defensiveness.
6. The key information to provide is about
priorities.
7. Integrative solutions require at least two
issues.
Where there are multiple issues, identifying
these issues, or “unbundling” them, is a way
to move toward an integrative solution.
Creating new issues to negotiate may also
result in a superior outcome.
8. Negotiations should focus on the package of
issues rather than each single issue.
Negotiating issue by issue may result in an
impasse.
Making a single issue the focus of the
negotiation may result in a compromise
agreement, or may reduce the chances of
making trade-offs across issues.
9. Make multiple offers of equal value to the other
party.
Multiple offers have the advantage of
anchoring the deal, displaying persistence,
signalling priorities, obtaining information
from the other party, and overcoming any
aversion to concessions by the other party.
Suggested approach to multiple offers is:
◦ Devise potential multiple offers
◦ Select offers that have similar value to you
◦ Make the offers simultaneously
10. A pre-settlement settlement is a binding,
formal agreement that partially addresses the
issues of the agreement.
In the pre-settlement settlement certain
issues are negotiated and settled, with an
agreement to continue negotiations.
This approach can be used as a staging
platform to develop creative solutions to
other issues.
11. Conversely, after an agreement is struck, the
parties can enter a formal agreement to
continue searching for mutually beneficial
solutions to any outstanding or future issues.
12. This is part of an on-line course
“Negotiation Tactics”
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