...Comparison between 12 Negotiation Skills and the Art of the War ------ Mengcai LI Similarities 1. Preparation & Understand Needs on Both Sides Whether before a war or before a negotiation, it is of vital importance to know as more as possible the useful information. Because of that, the leader can understand clearly about what the adversary wants and what himself really wants. Then he can identify the items which can be compromised and which can be obtained. Furthermore, during the negotiation, he can notice to avoid his disadvantage part and lead the adversary to his advantage part. 2. Well-informed The factors which can affect the war’s outcome of success or failure are not only relative with the scale of army and the general’s stratagems, but also the weather and geography, so as the negotiation. The more relevant information one has, the better one’s position is. 3. Hide information Both the war and the negotiation, it is necessary to keep some vital important information as secrets which may decide the success or failure. Opposite 1. Irritating the adversary “If your opponent is of choleric temper, seek to irritate him. Pretend to be weak that he may grow arrogant.” In the war, it is a great strategy to irritate the adversary if the opponent is of choleric temper. However in the negotiation, it is inexpedient to take such action. Because that after most negotiations, both parties want to keep a long term relationship. It is necessary to make the negotiation harmony. 2. Win-Lose/...
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...Principles of Negotiation Abstract It is said that negotiation is an art that requires a good amount of study and a lot of practice to be able to do it successfully. This paper will show the basic guidelines that can help a person responsible for negotiating. It is said that whenever two or more people exchange ideas in order to reach an agreement or understanding, they are negotiating. It does not matter if this discussion is in the living room of your home to decide what program you will watch or between two companies over what will be the breakdown of funds in a joint business venture. As we have learned during this class whether the Program Manager is asking for resources, negotiating with a vendor, or dealing with conflicts on the team, he will need to be a skilled negotiator. In 1968 Mr. Gerard Nierenberg wrote a book titled “The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains” (1968), in it he states, “Any successful negotiator must be familiar with human behavior and able to correctly anticipate their opponent's beliefs. They must then be able to use the right techniques and tactics to satisfy both their and their opponent's needs.” Nierenberg calls this the "Need Theory of Negotiation." This paper will show that negotiation is not a game but a way of life for successful program management. When you are tasked with managing a diverse team made of people from all over the company that do not really belong to you, negotiation is always...
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...The Art of Negotiating 1 The Art of Negotiating Negotiating Pressure Points, Negotiating with Non-Americans Edward Dingle, Jr. Strayer University Business 302 Instructor: Professor Pauline Tonsil 5, March 2011 The Art of Negotiating 2 The Art of Negotiating Negotiating Pressure Points, Negotiating with Non-Americans Power Negotiators know that they can get a much better deal if they know how to apply negotiating pressure points. Time can be either a friend or a foe. Two tactics related to time that you need to understand are time pressure and time investment. The time pressure tactic indicates that if one side is under time pressure to come to an agreement quickly, it gives the other side tremendous negotiating power. The secret to using time pressure as a tactic is to find out the other side’s deadline, but not let them figure out your deadline. This important because most significant concessions in any negotiation will be pushed very close to the deadline. This happens for two reasons. First, people faced with a deadline usually tend to procrastinate. And second, people tend to become a lot more flexible when confronted with time pressure. If you want to see how time can be used as a negotiating tool, just watch some children try getting concessions from their parents. Children know all about time pressure. If they want something, they ask for it just at the last moment. They wait until you're rushing out the door when you’re already late...
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...meeting? Preparation is first stage of negotiation process which starts with defining the key goals which means -what are the person’s expectations from the negotiation process? Also person involved in Negotiation process during preparation he should decide his or her BATNA- Best Alternative To a Negotiated Agreement. Identifying key issues in negotiation, setting priorities and developing support agreement for adopted position is also important parts of preparation before start negotiation with other party (Carrell, Heavrin, 2007). In order to perform an activity in a proper way we need to have some sort of preparation for it. Preparation is a key for a successful negotiation activity. For negotiation very first thing we need to understand is if there is anything to negotiate or not (If we were to sit down… (n.d.). For the preparation point of view before negotiations starts with my brother and sister I must have to look at the following things. BATNA Before the start of negotiation defining BATNA is important to make oneself in a strong position (Carrell, Heavrin, 2007). My BATNA would be to divide all the assets without dissolving them and make it as simple as possible. Identify key issues There are several key issues which we should go through during negotiation process. These issues are: 1-The main issue is that we have only 30 days to report our aunt’s attorney about the agreement. 2-We have to sell houses, art collection and car and then divide the amount...
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...Badr eddine Ben Mokhtar The Fine Art Of Making Concessions Summary This little « tutorial » sums up useful negotiation tricks that we can use either in real common everyday life situation or in big business transactions. The author defines negotiation as an art and art recquires some specific skills. We are given four lessons about making concessions in business negotiation, an the whole is illustrated by many exemples. First of all, « don’t assume that your actions will speak for themselves ». The concession you make have a price, and they cost you first and then cost your boss, employees and relatives. You must stand your position in negotiation, but making smart concessions will build a good relation between you and your business partners without spoiling your expectations. Make reasonable concessions, but let your business partner know that this arrangement is affecting you and your company : you give up on something to satisfy the other part. Then you must remind the counter part the benefits he make by the arrangement, he wants your product (the point of the negotiation) and he’s about to acquire it cheaper. Don’t forget that you must stand your position at first, « don’t give up your original demands » too fast or « too hastily », a buyer who’s interested by the first offer will be easily convinced by a small concession, on the contrary a concession made to a potential buyer who find the original offer too high will just confort him in this idea. In second...
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...NEGOTIATION ARTICLE ANALYSIS & CRITICAL REVIEW SIX HABITS OF MERELY EFFECTIVE NEGOTIATORS SUBMITTED ON 15 MAY 12 INTRODUCTION Negotiation happens whenever parties with different interests and perceptions depend on each other for results. Negotiation is often described more as an art than a science. Invariably, in any field of study, when comprehension gets too difficult for the student of the area of study, it is common to refer to the subject more as an art than science, as if in excuse for the failure to master an area that has too much in the realm of the abstract. Negotiation is definitely an art and a science, an art because it needs mastery and intuitive capability to utilize the right skills at the right time. But there is a science and logic behind every skill that has to be put into play, to succeed as a successful negotiator. The most obvious sign of mastery of the art and science of negotiation would be that in the end, all the parties in the negotiation walks away with a genuine sense of happiness that they got more than what they came for. Succinctly put, a good negotiation is one where, you get the other guy to choose what you want – for his own reason. In any negotiation, every side has two options, either to accept a deal or take its best no deal option. The job of a negotiator is to persuade the other side to accept a deal which is better than the no deal option of both the sides. The other side needs to choose in its own interest, which at the...
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...The use of full-length films to teach negotiation. Olivier Fournout This is the text of a lecture given at the conference “New Trends in Negotiation Teaching”, presented by the Program on Negotiation at Harvard Law School (PON) and the Institute for Research and Education on Negotiation in Europe at ESSEC Business School (IRENE), Nov. 14-15, 2005. Key words: negotiation, leadership, film, fiction, phenomenology, negotiation of meaning, teaching of negociation, pedagogy, imagination, interaction. ----------------------- It is a year since I started courses on negotiation and leadership in which I use full-length films as the main pedagogical tool. It is this experience that I would like to talk about here. I will organize my lecture around three points: first, I will describe the course itself and its background; then, I will try to clarify my pedagogical principles; and finally, I will give you a very quick sample of this pedagogy by showing you some extracts from Lost in La Mancha, and I will make a few comments. 1- The course and its background. This course is given at the Ecole Nationale Supérieure des Télécommunications (the National Graduate School of Telecommunications in Paris). The three sessions on negotiation are fairly modest in size : 12 hours. I built them around three films. The first one is Le souper (The Supper) where we get an idea of the negotiation between Talleyrand and Fouché a few weeks after Waterloo, when France’s whole future...
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...Negotiation Exercise James Walton Strategic Negotiations LEA180 S01 Ted Sun June 5, 2014 Negotiation Exercise A basic management and leadership competency is the power to negotiate productively in a wide spectrum of business situations which includes making deals, discussing issues of employment, joint team building, communications about labor/management, as well as managing conflict. Basically, the act of negotiating is a part of everyday living. Understanding the proceedings of a negotiation and initiating the correct attitude, speech, and interpersonal skills will be the ultimate determination about the effectiveness of negotiations between two or more people. Statement of Agreement for Purchase of the Automobile Price: $9,650.00 Manner of Payment: Check issued from local bank. Special Terms and Conditions: Upon receiving check vehicle will be delivered as is. We Agree to the Terms Above: _____John Baker_________ ______James Walton __ Seller Buyer Who Made the First Offer: James Walton Initial Settlement Seller: John Baker agrees to sell a 2006 Volkswagen Jetta to James Walton for $9,650.00. Buyer: James Walton agrees to by a 2006 Volkswagen Jetta from John Baker for $9,650.00 (Lewicki, 2009, pg. 491). Negotiation Exercise As a result of the negotiations involving the selling...
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...published in The New Art of Negotiating: How to Close Any Deal in 2009. This article was also included as Reading 1.5 in the sixth edition of Negotiation: Readings, Exercises and Cases by Lewicki, Saunders, and Barry. This article provides an excellent overview of negotiation techniques, avoiding impasses, and avoiding the pitfalls of hidden assumptions. This article is written for practitioners that conduct negotiations or plan to conduct negotiations in the future. The authors’ do not provide any reference to the academic literature (or any references at all). The portions of this article that cover negotiation techniques and avoiding impasses seem to provide a very thorough list of techniques, but the description of these techniques is generally limited to only one or two paragraphs. The portion of the article that describes avoiding the pitfalls of hidden assumptions is vague and lacking in substance. In addition, there is a glaring factual error in one of the examples provided by the authors, which may imply that there are other errors in this article. Despite these issues, Nierenberg and Calero (2009) have provided an excellent introductory overview of negotiation techniques and techniques to avoid impasses. This article is excellent reading for those that conduct negotiations in the performance of their job as well as those that are involved in negotiations for the myriad circumstances of day to day life. Nierenberg and Calero have conducted negotiations for several years...
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...Personal Negotiations MGT/445 November 14, 2011 Thelma Clark Personal Negotiations In life, whether it is personal or business, one will negotiate terms of sorts and it will likely be often. When a person goes to buy a new car, purchase a home of their own, or have a garage sale, negotiations take place. In business, one can negotiate a salary, work schedule, or position within the company. Businesses will often negotiate with other businesses in order to expand, purchase, or sell goods and services. When specifically thinking about personal negotiations that I have participated in, a few come to mind. As a child and young adult, board games were a common part of weekly routines. This past May, I purchased a new car and presently, my husband and I are negotiating to purchase a home. According to Coltri, negotiation is “the process in which disputants seek to resolve an interpersonal conflict through dialogue or another form of communication. In negotiation, the disputants themselves decide mutually whether, and on what terms the conflict should be resolved” (p 602, 2004). The dispute that two parties need to resolve can be the price of a car, the features that are included in the price, the condition that the home to be purchased is in, or the amount of goods that are included in a deal. A strong example of negotiation would be during a brutal game of Monopoly between family members. After properties are owned and hotels are built, opposing members...
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...do something they may not want to do. Some of the tactics of negotiation include persuasion techniques. Persuading others is the art of the process. A little friendly persuasion by Guido, the godfather's henchman, is one way of being persuasive. Encouraging the parties to talk and work things out using persuasion techniques is another. It is all in the approach. Persuasion is often used just to get reluctant participants to talk; to get reluctant adversaries to open up, consider options and discuss the situation. This dialogue is an essential step forward in any negotiation. There are many ways to be persuasive. To improve your negotiation technique, learn to use these 10 persuasion techniques, or recognize when they are being used on you. In most negotiations we assume that the prime motivators are avarice and greed. While almost always present, these motivators are not always the most persuasive techniques available to a negotiator. It is the ability to use more subtle tactics that marks the difference between negotiators. Positive Persuasion Techiques 1. Positive Reinforcement The desire to be liked is very strong in all of us. An effective persuasion technique is the use of classical reinforcement conditioning. The Pavlovian cause and effect relationship model relies on the consistent response, positive or negative, to condition the other person to react in a specific way. In any negotiation there are ample small issues that need to be resolved before...
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...Persuasion Tactics in Negotiations Randall Flores University of La Verne Since early childhood, persuasion has been used as a means to get something you want. Persuasion is an attempt to change attitudes or behaviors. It can be used to reach a specific point in the overall negotiation process. It is also very important to understand persuasion tactic. Persuasion can be a very powerful negotiation strategy and will help the success of your arguments. It is important to know both how to used the art of persuasion as well as know when it’s being used against you. Persuasion has been used to help make other parties agree or compromise their own position. If you wish to be a good negotiator, you need to have a good grasp of the art of persuasion. Persuasion can be spoken, body gestures, facial expressions, vocal tone and also silence. Despite all these types, verbal language is the principal channel of persuasion. Other persuasion tactics include: - Body Language: leaning in towards the other party. - Vocal Tone: Raising or lowering your voice to change delivery and interpretation of your words. - Facial Expression: Showing anger or agreeability in your facial expressions as the other parties are arguing their position. According to the International Negotiations Handbook, there are several other types of persuasion tactics. One of these would include story telling. This is when you present your argument as a story that explains your...
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...Negotiation Strategy Article Analysis Introduction The art of negotiation has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, known as problem solving, allows the interested parties to review their underlying interests versus an assertion of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, while making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and...
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...protectionism and an attempt to ensure fair application of trade rules to developing countries. ... China argued that the increased tariffs imposed by the United States on Chinese tires exceed the permissible maximum tariff rates that the United States may impose on Chinese imports. ... An example of effective negotiations is the settlement of the U.S. complaint alleging a Chinese violation of the national treatment concept by its preferential treatment of domestic products over "like" imported products. ... Cooperative trade relations between the United States and China are important to the global community because the economies of each country are dependent on the rest of the world and the global economy will be harmed by protectionist measures from the first and third largest trading powers. ... Moreover, multilateral negotiations, as opposed to bilateral trade negotiations, are better suited to resolve the United States-China trade disputes because the disputes affect other WTO members in ways beyond the immediate economic impact. ... The most effective way to combat the rapid escalation and retaliatory nature of the disputes is to conduct multilateral negotiations that will preserve the WTO's goal of reducing trade barriers, avoid the adversarial nature of WTO litigation, and allow the countries to negotiate the underlying political tensions that are driving the disputes. TEXT: [*403] I. Introduction China and the United States have waged an ongoing legal battle over trade...
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...1 The team that wasn’t Opeyemi Odugbesan High Performing Organization Professor: Dr. Faye Sisk January 24, 201 2 Problem: The first problem noticed is the financial problem Fire Art Inc. is undergoing. New companies had started entering Fire Art’s niche, and the chance that the company might start losing its customers to the new companies is now more evident than before. The CEO, Jack Derry the grandnephew, to the company’s founder decided the company has to make fast adjustment in the next 6 months to save the company’s image. The second problem noticed is no clear direction defined by Eric Holt. Eric didn’t share with the team what each person will work on, what each person will contribute, the time frame needed to get it done, the roles each person as to play in the team, and the expected outcome of the team goal or even what the goal was initially. Assumptions: Here are 5 assumptions to consider:- 1. Jack believes Eric had the skill set to create a team to fix the current issue of the company 2. Jack feels Eric didn’t need any guidance or support. 3. Eric thinks getting the directors from each division to form a team was all that was needed to build a team 4. Eric had the notion that since he had the past experiences he was in a better hope to build a team. 5. Since Randy was close friend to jack, Eric feared he was at a disadvantage to getting Randy’s support. 3 6. Randy over confidence attitude made him believed he...
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