desired result ÇaĞla akgÜl gÜlŞah kasirka pervİn kaplan nİhal gÜndoĞ ezra kilinÇ
TRANSCRIPT
DESIRED RESULT
ÇAĞLA AKGÜLGÜLŞAH KASIRKAPERVİN KAPLANNİHAL GÜNDOĞEZRA KILINÇ
Cagla AKGUL
Desired Results are the GOALS in negotiation process!!
STRATEGIES AND TACTICS
Strategies are the ways, Tactics are the steps that we take
while going in this way.
Types of Tactics
Fair, Unfair, Integrated Tactics.
Success In Negotiation Depends On… How to take what you want
(STRATEGY & TACTIC)
and Preserve relationships.
For Effective Tactics Analyze…
Context Content Conduct Complete
CONTEXT
What are Threats and Opportunities For you? For the opponent?
What are ‘HOT BOTTONS’ of both sides?
CONTENT
What is the RESULT you want?
The more clearly these are defined,the more likely yours will be obtained
- the higher expectations, the better the outcome for you
COMPLETE
-Remember the emphatic side
-Appreciate a THANK YOU!!
CONDUCT
Clearify what is important for them? Be open,invite criticisim! Reframe personal attack to attack
on the problem! Ask Questions!Be silent!
Gulsah KASIRKA
"Be unconditionally constructive. Approach a negotiation with this-- ‘I accept you as an equal negotiating partner; I respect your right to differ; I will be receptive.' Some criticize my approach as being too soft. But negotiating by these principles is a sign of strength.“
R. Fisher
The Win/Win Approach is about changing the conflict from adversarial attack and defence, to co-operation. It is a powerful shift of attitude that alters the whole course of communication.“I want what is fair for all of us”
opposing needs…
"Do it my way!“ "No, that's no good!
The win/win approach says:
I want to win I want to win and and I want you to win tooI want you to win too
A win/win approach rests on strategies involving :
going back to underlying needs recognition of individual differences openness to adapting one’s position in the light of
shared information and attitudes attacking the problem, not the people.
Pareto Efficiency
A goal of negotiations is to be as "Pareto Efficient" as possible.
No way for both parties being better off. Prevents leaving the money on the table.
Stated differently, an agreement is "Pareto Efficient" if one party cannot do better without some other party doing worse.
A Tip On Successful Business Relationships…
Steve Huhn, former Vice President and Chief Negotiator of IBM’s Global Services, and one of the key executives responsible for it’s $35 billion success utilizes the following three principles to ensure long term, successful relationships:
The deal has to be profitable for both companies. The contract has to be implementable. That is, that parties
have to be able to perform to the terms of the contract. Customer satisfaction is paramount.
Mr. Huhn is currently Vice President of Marketing and Business Development for Hewlett Packard Corporation.
Integrative Bargaining
(also called "interest-based bargaining," "win-win bargaining")
“win win" solution to dispute. focuses on developing mutually beneficial
agreements based on the interests. (underlying reasons)
"Integrative refers to the potential for the parties' interests to be combined in ways that create joint value or enlarge the pie."
two little girls over an orange…
Both girls take the position that they want the whole orange. Their mother serves as the moderator of the dispute and based on their positions, cuts the orange in half and gives each girl one half. This outcome represents a compromise. However, if the mother had asked each of the girls why she wanted the orange -- what her interests were -- there could have been a different, win-win outcome. This is because one girl wanted to eat the meat of the orange, but the other just wanted the peel to use in baking some cookies.
If their mother had known their interests, they could have both gotten all of what they wanted, rather than just half...
The most important trip you may take in life is meeting people half way.
Henry Boyle
Pervin KAPLAN
The Win/Lose or Distributive Approach
In these negotiations each of the parties seeks maximum gains and therefore usually seeks to impose maximum losses on the other side.
Win - Lose
It is a competitive negotiation approach which is used to decide how to share a “fixed” type of resource. It is assumed that parties can not enhance the ‘pie’. Therefore as one side gains more, the other side loses more.
“We cannot negotiate with those who say “what is mine is mine and what is yours is negotiable”
John Fitzgerald Kennedy
The Two Most Important Kinds of Bargaining: Distributive (win-lose) vs. Integrative (win-win) Distributive (also called competitive, zero sum, win-lose or claiming value).one side "wins" and one side "loses." there are fixed resources to be divided so that the more one gets, the less the other gets one person's interests oppose the others. the dominant concern in this type of bargaining is usually maximizing one's own interests. dominant strategies in this mode include manipulation, forcing, and withholding information.
Integrative (collaborative, win-win or creating value).there is a variable amount of resources to be divided and both sides can "win." dominant concern here is to maximize joint outcomes. dominant strategies include cooperation, sharing information, and mutual problem solving. This type is also called "creating value" since the goal here is to have both sides leave the negotiating feeling they had greater value than before.
Why Is “Win – Lose” Important?
Sometimes we face situations where it is impossible to increase the resources.
Since the increased pie should eventually be distributed, it takes place during win – win negotiation process as well. So we can say that they are in mutual effect.
Win – Lose Approach Example
A dialogue that takes place in a firm…
Nihal GUNDOG
The Pros and Cons of Distributive Bargaining Some conflict resolution theorists
believe that distributive bargaining is unnecessary
It tends to lead to destructive actions
Focus too much on their differences
However, in cases where the "negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important," distributive bargaining tactics may be very useful.
Process and Strategy in Distributive Negotiations The process of distributive negotiation involves
the interplay of one's walk away value The trick is to get an idea of your opponent's
walk away value and then try to negotiate an outcome that is closer to your own goals than theirs
INFORMATION is the key to gaining a strategic advantage in a distributive negotiation.
To a large extent, your bargaining power depends on how clear you are about your goals, alternatives, and walk away values and how much you know about your opponents.
How can I change what seems like a
"win-lose" situation to a "win-win" ? Conflicts, Anger, Frustration! Resentment, Mistrust, Hostility! Communication channels close down! Conflict becomes personalized! Lies, threats, distortions, and other
attempts to force the other party to comply with demands…
Techniques you might use to shift the situation to a win-win Reduce tension through humor Listen actively Make a small concession as a signal of good
faith Increase the accuracy of communication Listen hard in the middle of conflict Mirror the other's views Control issues Slice the large issue into smaller pieces Depersonalize the conflict
Continuing..
Establish commonalities Look for greater common goals (we are in this
together!) Find a common enemy Focus less on your position Make a "yesable" proposal Reformulate; repackage; sweeten the offer Find a legitimate or objective criteria to
evaluate the solution
Examples of dirty tactics
!!!They try to intimidate you.. *If they try to control tha agenda, timing, ..
laugh it off with a remark such as “You’re joking” or “no way, Joe”
*If they quote their own experts’ reports at you, pass them on to your experts making no comment of your own
*If they try to bully you, use the stuck record technique.
!!!They keep making generalizations..
*List specific areas for discussions
*When you here a generalization ask a question that requires a specific answer
*Break down geberalizations into specific issues
*Deal with each issue in its turn
!!!They come with last minute demands..
*Show surprise but never show irritation or anger
*Demand extra time to think about the new issue
*Appera to treat it very seriously even if ist is in fact paltry
*Show how it will force a change in your side of the bargain
*If it really doesn’t bother you, use it as a trade for something that does
!!!They make empty promises.. *If non of the promises appear in writing,
don’t believe them *Assess whether they are important to
you or not *If they are important, make them a part
of the deal *If they are not, verbally and in letters,
remind them on a regular basis
Ezra KILINC
BİG POT
Coming in with initial high demands willn help you get thge most out of any deal!
Big Pot
START OUT WITH AN IDEAL AND END UP WITH A DEAL !!
Karl Albrecht
Sperber’s 5 reasons..
High initial dermands take more time to settle
They indicate you expect at the very least to be trated fairly
They show your persistence to pursue your goals
They lowre TOS’s expectations They give you more room for real
In addition..
Don’t be loose-lipped about you objectives!
Don’t make concessions too easily! (especially on important matters)
Fisher and Ury debunked the popular concept of the ‘bottom line’ and replaced it with sth. they called ‘Best alternative to a negotiated aggreement’
Schatzki suggest using 2 guidelines for your settlement range;
*LAR(LEAST ACCEPTABLE RESULT)
*MSP(MAXIMIM SUPPORTABLE
POSITION)
Countermeasures..
Emphasize how your mutual interests may be jeopardized by an impasse
Take brief recesses, which may well refresh your minds and bring in new alternatives
Big Pot tactic gives room to concede and negotiate to the parties.
It prevents the parties from getting nothing at all even when the other tactics are not used.
BATNA
BATNA
BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In.
BATNA is the acronym for Best Alternative To a Negotiated Agreement
The reason you negotiate is to produce something better than the results you can obtain without negotiating !!!
Roger Fisher and
William Ury
BATNA is the measure of the balance of power in a negotiation. If other parties need you in order to reach their objectives,
your BATNA is strong, your negotiating circumstances are
strong
For Example;
you want to buy a new car
the same model is for sale at several car
dealers …..SO you have a strong BATNA!!!
BATNA is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept.
If the proposed agreement is better than your BATNA, then you should accept it !
If the agreement is not better than your BATNA, then you should reopen negotiations!
DETERMINING YOUR BATNAFisher and Ury outline a simple process for
determining your BATNA: develop a list of actions you might
conceivably take if no agreement is reached;
improve some of the more promising ideas and convert them into practical options; and
select, tentatively, the one option that seems best
JOB OFFER EXAMPLE
Should you take a different job?
Look in another city?
Go back to school?
JOB OFFER EXAMPLE
If you do not receive an attractive job offer by the end of the month from Company X,
what will you DO ?
JOB OFFER EXAMPLE
If the offer you are waiting for is in New York, but you had also considered Denver, then try to turn that other interest into a job offer there, too.
JOB OFFER EXAMPLE
With a job offer on the table in Denver, you will be better equipped to assess the New York offer when it is made.
Lastly, you must choose your best alternative option in case you do not reach an agreement with the New York company.
JOB OFFER EXAMPLE
Which of your realistic options would you really want to pursue if you do not get the job offer in New York?
BATNAs and the OTHER SIDE Although Fisher and Ury do not
advise secrecy in their discussions of BATNAs, according to McCarthy, "one should not reveal one's BATNA unless it is better than the other side thinks it is."
BATNAs and the Role of Third Parties
Third parties can help disputants accurately assess their BATNAs through ;
reality testing
costing