Negotiation-C9 -- Difficult Negotiations (Student : Jordan)

Managing difficult negotiations: individual approaches

In this chapter, we learned the ways to deal with difficult negotiations by exploring five major strategies:

1. Reduce tension by separating themselves from one another through cooling periods, talking about emotions and feelings, or attempting to synchronize escalation of the conflict.

2. Improve the accuracy of communication by role reversal or mirroring the other’s statement.

3. Keep the number of issues under control so that issues are managed effectively, new issues are not carelessly added, and large issues are divided into smaller ones.

4. Search for common ground through exploring super ordinate goals, common enemies, creating common expectations through a “covenant”, and reframing.

5. Enhancing the desirability if the options and alternatives for both parties by providing “yes able” proposals, asking for different decisions, sweetening offers, and using objective criteria to evaluate solutions.

Managing difficult negotiations: individual approaches

• + - the nature of "difficult to resolve"negotiations and why they occur
  • six dynamics of conflict resolution Pg227
• strategies for resolving impasse:joint approaches
  • reducing tension and synchronizing de-escalation
  • seperating the parties
  • tension release
  • acknowledging the other's feelings: active listening
  • synchronized de-escalation
  • improving the accuracy of communication
  • role reversal
  • imaging
  • controlling issues
    • reduce the number of parties on each side
    • control the number of substantive issues involved
    • state issues in concrete terms rather than as principles
    • restrict the precedents involved, both procedural an substantive
    • search for ways to fractionate the big issues
    • depersonalize issues: separate them from the parties advocating
  • establish common ground
    • superordinate goals
    • common enemies
    • common expectations
    • manage time constraints an deadlines
    • reframe the parties' view of each other
    • build an integrative framework
  • enhancing the desirability of options to the other party
• + - mismatched models: intentional and otherwise
  • responding to the other side's hard distributive tactics
  • responding when the other side has more power
  • the special problem of handling ultimatums
  • responding when other side is being difficult
    • responding to difficult prople