Which stages does the 5 stage model for negotiations entail?
Which steps does the planning stage entail?
Gathering information (own party, environment, other party)
Formulation (of objectives, bounds etc.)
Strategy
Preparation
What information should be gathered about one’s own party?
Characterizing the negotiation problem (attributes & issues)
Relevance of issues
Characteristics of issues (independence, neutrality)
Objectives and constraints (feasibility, deadlines etc.)
Your position (strengths and weaknesses)
Outside alternatives (BATNA)
(Sub)cultural groups
What is the definition of Intelligence gathering (environment)?
Intelligence gathering = act of collecting, processing, analyzing and evaluating data concerning the other party and relevant environmental factors
What are Environmental Factors when it comes to intelligence gathering?
Market conditions
Political environment (stability)
Future trends
& Their effects on parties being involved
What information should be researched when intelligence gathering?
Knowledge of counterpart about own position (Preferences, BATNA, sources of power etc.)
Needs & interests of CP
Strengths and weaknesses (BATNA, reputation etc.)
Common ground
Characteristics of negotiators
Which aspects of a negotiation are identified during the Formulation phase?
Identification of issues (most likely) to be discussed:
Objectives (AL: soft/hard)
Limitations (RL: soft/hard)
Estimation of ZOPA, surplus Defining an agenda (deadlines)
What is the definition of a strategy?
Strategy = set of rules selected in order to implement the chosen approach and achieve desired results
Which points and aspects need to be considered to formulate a good strategy?
Expected approach by the counterpart (due to situational constraints, history of counterpart, culture, personality etc.)
Collaborative negotiations require more information about the counterpart
Preparation of alternative packages (trade-offs, logrolling)
Evaluation of impact of environmental factors on negotiation process
Tactics that fit own strategy and expected strategy by the counterpart
What is the definition of the Preparation phase?
Preparation = interpersonal negotiation conducted prior to the start of negotiations in order to shape the negotiation style due to situational constraints
What happend during the Exploration stage?
The focus is on verification and learning.
Potential reassessment of specific elements formulated in the planning phase
How can the Exploration phase be be used for tactical purposes?
Arena (where? who? when?)
Agenda setting (structuring the negotiation process)
Exploratory talks (verification / update of initial beliefs)
What happens during the exchange of information phase?
Learning about preferences of the counterpart
Identification of critical issues
Identification of concession patterns
Hidden agenda
Identification of strategies / tactics used
Communication patterns (framing, fuzzy communication)
What is the definition of the Searching for an agreement phase?
Searching for an agreement = Process of overcoming barriers to reach an agreement
Name three potential ways to circumvent a deadlock.
focus on interests and needs
identify used tactics of counterpart, coercive power (BATNA)
slow down negotiations
change issue under discussion
create a satisfying package
reframing
using a mediator
What happens during the Closing and evaluation phase?
Impact of outcome on future interaction:
Review Process
Evaluation of agreement (AL, RL, new information, etc.)
Long term perspective
Relationship
Trust
Enforcement and verification of agreement
Post-settlement negotiations
What is the difference between Strategies and tactics?
Strategies :
provide stability, continuity, and direction for tactical behaviors
Tactics:
short-term, adaptive moves designed to enact or pursue broad (or higher-level) strategies
What are 2 Tactics to gather information?
What are two Tactics when power is limited?
What are two Tactics to confuse the counterpart?
What are two Hard tactics?
What are two Tactics when an agreement is close?
How can hard tactics be dealt with? (In Order)
Read messages
Verbal, visual, textual messages are every action of your counterpart is a
Co-opt the other party
When hard tactics are expected by the counterpart
Effect: harder to attack friend than unknown negotiator / enemy
Ignore them
When facing a threat or an extreme opening offer
By calling a break and changing topic
Effect: Deflate the effect of a threat, investment in hard tactic is lost
Discuss them
Label the tactic and indicate that that you are aware of the tactic used by the counterpart
By showing awareness of tactic used, discussion about behavioral expectations, separate the people from the problem
Effect: Shift in communication process
Respond in kind
Used to respond to exaggerated positions and / or to test by CP
By using one hard tactics you show your awareness of the tactics used and the respective objective, effect etc.
Effect: Risky, counterbalancing tactics used by counterpart
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