Lecture ThirteenChapter Eleven

Managerial Negotiations

OTHER THAN WIN-WIN OPTIONS

• WIN- LOSE• LOSE-LOSE

UNDERSTAND CULTURE

• ASSERTIVE/PASSIVE• QUICK SOLUTIONS/

CAREFUL• PERSONAL

RELATIONSHIPS/ SUPERFICIAL

• POLICY CONTROLLED/ FLEXIBLE

PERSONAL STYLE

• LOOK AND ACT CONFIDENT– Stay Formal– Project Energy– Well Organized– Clear Vision of Where

Negotiations Are Headed

ADVERSARY’S STYLE

• FAST-FLASHY (Slick and Smooth)– Razzel-dazzle(Used Car

Salesman)• DICTATORS

– Beat You Into Submission Using Subtle Rational Arguments

• PARENTS– Comfort, Listen, Sooth

and Convince Deal is For Your Own Good

PURPOSE

• KNOW WHAT YOU WANT. KNOW WHAT IS REASONABLE TO EXPECT– MAXIMUM SUPPORTABLE OUTCOME

(MSO)• One Trip to the Well

– LEAST ACCEPTABLE OUTCOME• Know When to Walk Away

TIME

• Do Not Reveal the True Deadline

• Be Patient

• Use the Clock to Help Close a Deal

ENVIRONMENT

• SITE SELECTION– Home Office– Adversary’s Office

• ROOM ARRANGEMENT– Eye Contact– Comfort

THE MESSAGE• OPENING

– In the USA start general and move quickly to issues.

• CONCESSIONS

– Small, Slow and only in return for other concessions

• QUESTIONS

– Purpose

• Arouse Attention

• Obtain Information

• Stimulate Thinking

• Bring About a Concession or Close

– Only Ask Question to Accomplish Your Goal

– Avoiding

• Answer Part

• Ask for Clarification

• Answer a Different Question

• Answer a Negative With a Positive

STRATEGIC APPROACHES• SURPRISE

– New goal or concession• BLUFF

– All Hat and No Cattle• DIVERSION

– Cloud Real Need• STACKING

– Borrowed Authority• FAIT ACCOMPLI

– Act As If Already Complete• TAKE IT OR LEAVE IT

– Last and Final• SCREEN

– I Don’t Have Authority• EMOTION

– False Anger, Sadness, Rejection