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CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation (and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from Thompson 1998): 1. Good negotiators are born - they are self-made, requires study and practice 2. Experience is a great teacher - experience can improve negotiation skills to some extent, but have to learn from the experience - not unaided,…show more content…
* Two main approaches to negotiation: - Competitive - Collaborative - But can combine these in “principled approach” (more later) * Key differences in the ways these two approaches deal with CRIP goals: - Content: win-lose (in competitive) vs win-win (in collaborative) - Relationship: unfriendly vs friendly - Identity/face-saving: rigid/confrontational vs flexible/supportive - Process: positional bargaining vs interest-based bargaining (to build solutions) * I feel that it is desirable to consider (at least partly) collaborative negotiations in a large majority of situations. However, collaborative negotiations are not always possible, appropriate, or sufficient. For example, sometimes you need to protect yourself. * Note that negotiations can and often do combine competitive and collaborative approaches and tactics Competitive Negotiations: * Basic assumptions: - Negotiating is controlled by egocentric self-interest - The underlying motivation is competitive/antagonistic - Limited resources are available and are zero-sum - This negotiation does not affect the future - The goal is to win as much as you can, especially more than the other side * Communication patterns: - Make high opening demands and concede slowly - Try to maximize tangible resource gains, within the limits of the current dispute - Exaggerate the value of concessions that are
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