Negotiation Skills and Effective Communication

1. Project: The Negotiation Game
Negotiation Skills and Effective Communication
Roberto Martínez
edX - Tecnólogico de Monterrey
June 11, 2020
Objective: To develop a program to train executives in negotiation skills.
The strategy of a player in game theory is any of the options which he or she chooses
in a configuration that the outcome depends not only on their own actions but on the
actions of others. A player’s strategy will determine the path the player will follow
at any stage of the game. In this case it consists of preparing a strategy game for
negotiations in the Asian Pacific, so people need to be prepared on know how they
negotiate.
A strategy profile is a set of strategies for all players which fully specifies all actions
in a game. The strategy profile must include one exclusive strategy for every player.
From the perspective of western businesses, Asia can represent tantalizing untapped
market potential and an almost bottomless talent pool. But these opportunities are
seemingly guarded by a cultural and linguistic minefield.
This custom-made gaming strategy is made for executives that are going to negotiate
in the Asia Pacific Region. And so, the first step is to investigate and identify a market,
they will be divided in teams of 5 people maximum to search about the Asian pacific
culture and what they most value in a negotiation.
Identifying the market (Asian Pacific Region)
• There are two types of processes for decision-making in Asia, they tend to be
either top-down (Japan) or consensus-driven (India).
• A high degree of awareness and flexibility required to be a successful negotiator
in Asia.
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2. • In many Asian cultures, individuals are taught to minimize emotional outbursts
and project always calm. Fundamental precaution is to analyse carefully any
expression that can tell you if they like your proposal.
• Asian cultures tend to put a premium on personal relationships and friendships.
• Harmony and avoiding conflict are highly valued in Asian cultures, meaning that
Asian business people are not likely to say ‘no’ outright if they disagree with you.
• People from certain cultures, like the Chinese or Japanese, may tend to pursue
more long-term interests and can sacrifice some current benefit for them.
The main focus is to create a negotiation game where they have a win-win outcome,
using an integrative bargaining. The executives will be developing emotional intelli-
gence, be more tolerant, more patience, have self-awareness, effective listening and
critical thinking. Therefore, they can have a clear objective and know their own interest,
then evaluate the other negotiator and understand his or her interest to create a win-win
scenario and continue to have long-term relationships.
The basic objective of the business on this case is to create a long term relationship of
trust and then continue to make business with the Asian cultures, achieve an agreement
that can benefit the interest of both sides even if it takes months to reach an agreement.
The audience has to come with an open mind, attitude to learn and improve their
negotiation skills. Seek for the qualities they have and the improvement areas, they will
have to evaluate other executive’s performance and give feedback to avoid aggressive
negotiation.
The negotiation game is called: Win-Win Game, to finish the game every party
will need to be happy and satisfied with the outcome of the negotiation plus achieve a
long-term relationship.
The players’ guide:
– Start a negotiation with a partner in a normal way that you will make a negotiation
(the topic will be for example the price of a new product). Another executive will
analyse the way that you communicate and give you feedback.
– With the received feedback evaluate the negotiation, the feelings generated and
identify what is the objective of the negotiation and the importance to get in these
deal.
– Write down the found interests, objective and what will let you think that you
have a good negotiation in which you win and also what will you give in return.
– Play as many rounds as it takes for people to reach a conclusive view about the
advantages or disadvantages of co-operation.
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