3. strategies techniques tactics in negotiations

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Presentation Title

Date

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

3. Strategies,Techniques andTactics of

Negotiations

International Negotiation, Cosmin Joldes

The Faculty o Inte!national "usiness and #conomics

A$# "ucha!est


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Summary1. Definitions

2. Strategies

3. Techniques

4. Tactics

5. Manipulation techniques and stratagems

6. Maneures and stratagems com!inations


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1. Definitions ST"#T$%&$S& develo'ed a''!oaches and o'tions !e(a!din( the

)hole ne(otiation '!ocess

T$'()&*+$S& )ays o actin( in o!de! to !each the co!'o!ate

ob*ectives ta+en into account du!in( ne(otiations

MANEUVERS& astute combinations o actions o! techniues in

o!de! to ta+e advanta(e o s'eciic ci!cumstances

T#'T&'S& s'eciic actions used to ta+e advanta(e o ce!tainconditions o! o''o!tunities du!in( the ne(otiation '!ocess

STRATAGEMS& mani'ulation tactics


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Summary

1.1. DefinitionsDefinitions

2.2. StrategiesStrategies

3.3. TechniquesTechniques

4.4. TacticsTactics

5.5. Manipulation techniques and stratagemsManipulation techniques and stratagems

6.6. Maneures and stratagems com!inationsManeures and stratagems com!inations


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2. StrategiesMa,or strategic options-

Conlict vs. Coo'e!ation

-ensive vs. Deensive ne(otiation

i(id vs. Fle/ible ne(otiation 1tit o! tat3

Closed vs. -'en ne(otiation

1$ho!t vs. 14on( ne(otiation

2 main approaches Inte(!ative 5 Coo'e!ative 5 Collabo!ative 5 F!iendly 5 6in76in

ne(otiation

Dist!ibutive 5 Conlictual 5 Com'etitive 5 6in74ose ne(otiation

-b*ective 5 %!inci'led 5 "alanced ne(otiation


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Summary

1.1. DefinitionsDefinitions



4.4. TacticsTactics




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3. Techniques $euential ne(otiation 5 1$te' by ste' 5 1$licin( salami techniue

olistic ne(otiation 5 1%ac+a(e ne(otiation Global ne(otiation

19e) a''!oach

7 New issue (Extending negotiation)& addin( ne) ne(otiation

'oints to the al!eady e/istin( ones

7 Redeining negotiation & !edeinin( the issues in o!de! to

su''!ess the '!oblems

7 Es!alating de"and & the mo!e you (et the mo!e you !eui!e

7 Moderato !onta#ile & as+in( o! small concessions at the

be(innin( in o!de! to inc!ease them th!ou(h '!o'e! a!(umentation


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Summary1.1. DefinitionsDefinitions



4.4. TacticsTactics




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4. Tactics3 main categories:

&. considering their S'/$

a3 %e!suasive tacticsb3 Inluence 5 :ani'ulation tactics

&&. considering their "0$

&&&.considering their $'T


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&. Tactics considering their S'/$ &

a. /ersuasie tactics-

a$%) &oo'eratie negotiation

%!omise

ecommendation

e)a!d

%ositive no!mative a''eal

a$*) &onli!t negotiation

Th!eat

6a!nin(

Im'e!ative

9e(ative no!mative a''eal


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&. Tactics considering their S'/$ &&

#$%) &oo'eratie negotiation

1Ca!ds on the table

9ice su!'!ise

;nconditional oe!

%ositive a!(umentation

%!evisions and 'e!s'ectivesem'hasi


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&&. &&&. Tactics considering their "0$ $'T

Considering their ROLE:

A!(umentation tactics

Dealin( ob*ections tactics

-btainin( 5 (ivin( concessions tactics

Concludin( tactics

Considering their OBECT:

Tactics o! ne(otiatin( the '!ice

Tactics conce!nin( the (oods

Tactics o! ne(otiatin( comme!cial te!ms 5 conditions

Tactics o! ne(otiatin( inancial conditions etc.


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!.!. TacticsTactics

5. Manipulation techniques and stratagems



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5. Manipulation techniques stratagems & 7/adding8 technique & ma+e unim'o!tant thin(s >essential? and then

concede them in o!de! to !eceive concessions o! the issues that !eally count

79our stairs8 technique & i!stly '!esentin( t)o im'ossible scena!ios o!

both 'a!ties, then a second one mo!e advanta(eous o! the one launchin( it,and inally a(!eein( on a thi!d o'tion a''a!ently mutually advanta(eous

7Sending a representatie8 technique 7)o:authority8 70imited

authority8 & one o the 'a!ties does not have the necessa!y autho!ity o!

a(!eein( 5 not a(!eein( u'on the inal decision because inal a''!oval can

only be (iven by a hi(he! autho!ity

7Summari;ing8 technique & b!iely '!esentin( a(!eement mo!e im'o!tant3

and disa(!eement small and unim'o!tant3 'oints in o!de! to solve the

'!oblems and conclude the ne(otiation

G 2008


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5. Manipulation techniques stratagems && 7Ta


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!.!. TacticsTactics

".". #ani$u%ation techniques and stratagems#ani$u%ation techniques and stratagems

6. Maneures and stratagems com!inations

A hi Gl b l I 2008


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6. Maneures and stratagems com!inationsa Misleading confusion stratagems

! $motion stratagems

c /ressure stratagems

AchieveGlobal Inc 2008


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6.a Misleading confusion stratagems 7Deli!erate mistaithdra?al8 stratagem

!eco(ni


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6.! $motion stratagems /oliteness and flattery

7Dro?sing8 the partnerAs senses

7"ela=ing8 the other party

%uilting

Depreciating

ffending

Threatening

ringing !ac< to negotiation some already agreed issues



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6.c /ressure stratagems 7%ood 'op B ad 'op8 stratagem & one ne(otiato! is demandin(

concessions )hilst the othe! is by com'a!ison3 mo!e !easonable

7(uman shield8 stratagem & usin( as an e/cuse the e/istence o an

inle/ible su'e!io! 5 collea(ue

7Done deal8 stratagem & obtainin( the business ob*ective )ithout

ino!min( the 'a!tne!

7Surprise8 stratagem & suddenly chan(in( the ne(otiation?s method 5

a!(umentation 5 a''!oach.



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!.!. TacticsTactics

".". #ani$u%ation techniques and stratagems#ani$u%ation techniques and stratagems

&.&. #aneu'res and stratagems com(inations#aneu'res and stratagems com(inations



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3. strategies techniques tactics in negotiations

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