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Claiming Versus

Claiming Versus. CREATING VALUE. The Information problem. Competitive tactics to claim value can make the other party defensive and less likely to disclose information Collaborative tactics to create value require disclosing information that the other party can exploit to claim value.

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Claiming Versus

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  1. ClaimingVersus CREATING VALUE

  2. The Information problem • Competitive tactics to claim value can make the other party defensive and less likely to disclose information • Collaborative tactics to create value require disclosing information that the other party can exploit to claim value

  3. The dilemma • The process for creating value influences how it will be divided. • A negotiator might prefer an individually advantageous outcome to more desirable joint outcomes

  4. Claiming tactics useful in distributive or Integrative negotiations • Overstate your reservation price • Make commitments or threats • Risks: • Misleading • Reduces the size of the zone of agreement • Leaves money on the table

  5. Claiming tactic useful only in integrative negotiations • Mislead about the differences and priorities over issues to minimize the value of the other party’s concession or to exaggerate the value of your concession • Risks: Same

  6. Claiming while creating • Frame the negotiation as joint problem solving • Discuss multiple issues simultaneously • Present multiple equivalent offers • Package offers • Frame proposals in terms the other party cares about

  7. The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.

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