Use Negotiation to Manage Conflict. Win-Win Tactics (integrative bargaining). Integrative vs. Distributive Negotiation. Pemberton Payoff Matrix. Country Market. Close Sunday. Open Sunday. -40,000. +20,000. Corner. Corner. Close Sunday. Country. +20,000. Country. +40,000. Corner
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**THE GOAL IS TO MAXIMIZE PROFITS OVER THE
NEXT 12-WEEK PERIOD
ID Relevant parties, clarify interests, probe for underlying interests
YOUR interests and theirs
Options to meet interests, Maximize joint gain
My alternate, select and improve, Their alternates, Their BATNA
External standards, Fairness of process, Attractive explanation
My assumptions, Reframe to help them understand
Separate people/problem, Build good relationship
ID issues to be included, plan steps to agreementNegotiation Preparation
Similar skills and resources:
Economies of scale, cheaper to produce for two, combine purchase power for better discount
Different skills and resources
Create what neither of you can on own.
Options for joint benefit
Rather than separate or independent benefit, joint sponsorship
Value in differences
Risk: some like, others hate. One side more easily bear or insure against
Timing: different clocks, what is impossible this month is ok next, or unaffordable next year is ok this.
Perceptions: what others think. Third parties, public victory if needed, other get something they really want.
Marginal value: have some, want less, so trade.Options
My key interests
What could I do to satisfy my interests if we do not reach an agreement?
Alternatives, Pros, Cons
2. Select and improve my BATNA
Do to improve BATNA
3. Identify alternatives open to the other side
Their key interests
What could they do to satisfy their interests if we do not reach agreement?
Alternatives, pros, cons
4. Estimate their BATNA
What would I do in their shoes?
How legitimately make their BATNA less attractive?
Harder to pursue?
Influencing perceptions of unwise or costly?Alternatives Forms
Intentions and perceptions
Phrases that question assumptions.
2. Reframe to help them understand
How might they hear it?
Describe your relationship
Substantive issues and problems
Substantive options and remedies
Relationship issues and problems
Ways to improve relationship
2. Prepare to build a good working relationship
What might be wrong now?
Lack of trust?
What can I do?
Focus on persuasion
Show acceptance and respect
Balance emotion and reasonRelationship Forms
Overall purpose of negotiation
Specific purpose of next meeting
Tangible product of next meeting
Plan the steps to agreement
Decision makers: names of those who will sign
Implementation: Info agreement should include about what happens next
Steps to get binding agreementCommitment Forms