Negotiation Techniques and Strategies

Negotiation Tactics and Strategies

• Misleading the opposition, emotive ploys, and switching roles are manipulation tactics used in negotiations.
• Negotiating strategies include walking away, dual concerns, and contingent outcomes, which involve understanding the prisoner's dilemma.
• Effective negotiations require preparation, dealing with conflict, and presenting a well-collected argument.

The Negotiating Process

• The process involves setting out objectives, establishing positions, and presenting arguments.
• It requires a willingness to move and make concessions to achieve mutually acceptable outcomes.

Types of Negotiations

• Distributive bargaining is a win-lose interaction where one party's gain is at the expense of the other.
• Integrative bargaining is a win-win situation where parties aim to make the pie bigger.
• Intra-organisational bargaining involves establishing consensus within each party before negotiations.
• Collaborative bargaining is similar to integrative bargaining but recognizes the dynamic of collective bargaining.

Bargaining Power and Concessions

• Bargaining power is the mechanism that moves negotiations forward and is essential to understanding the negotiation process.
• A concession is a revision of a previously held or stated position and involves movement.
• Negotiation is about concession and movement, and bargaining power determines the ability to obtain concessions or resist pressure.

The Employment Relationship and Power

• The employment relationship hinges on a balance of power, and each party has the means to exert influence.
• Employers can wield power by controlling financial resources and threatening to withhold work opportunities and wages.