Positional Bargaining

Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.

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[from www.beyondintractability.org]

Have You Been Cornered In A Negotiation: What to Do?

Have You Been Cornered In A Negotiation: What to Do?
By Jappreet S
Negotiation is a bit like See- Saw, it assumes that a point of balance will be found even though the participants may start at the opposite ends of the scale. Both the parties will settle for something which they relate to be a good deal. The concept of range and possibilities is very important, the balance may not be at the center, and ranges of solutions are possible around the midpoint.
In the process of finding this balance sometimes the other party may corner you and you may feel cornered, the traditional approaches may not work and you can rapidly lose ground. Follow these simple tips in case you get stuck in a negotiation.
Right to Keep Quiet

• Silence is golden, often saying nothing is more powerful than anything you may want to say. Silence can be very unnerving for the other party and they may begin to speak to fill the vacuum created by silence. This may lead them to disclose more than they may have given out at the first stage during negotiation.

Keep on Listening

• Make sure you are intensely listening and practice the art of summarizing and clarifying as they speak, make sure that you give them signal that you are listening intensely and encourage them to continue. Nodding your head or use of words like - I see, Hmmm can be useful in negotiations.
  • Ask clarifying questions - what did you mean by that?
  • Probes - "Why did you say this?
  • Motives - What led you to that position?
  • Don't negotiate assumptions - negotiate facts

Reduce your pace of speech

• At time we speak at approximately 120 + words a minute and lord almighty has bestowed us with the ability to listen to 240+ words a minute. So there is no need to panic and rush, there is enough time. Use tone modulation and depth of voice to convey honesty and seriousness. In your speech build in pauses so that you can watch the impact your words are having on the other party during negotiations.

Reserve your firepower and trump card

• You should not offer more concessions if you have been cornered, every concession you give needs to be reciprocated. Encourage the other side to spell their needs and delink it from the positions they are taking to defend it. You should also spell your needs and then barter them with each other in the end. Offering too many concessions in the starting may reduce value creation in negotiation.

Keep your cool
Sometime the other party may use emotional barrage to derail the negotiation process. Let the other side blow off steam and vent frustration, don't react. Return to main issue or take break in case it gets very acrimonious. Don't walk into the trap of derailment.
Whatever be the situation never assume that you have lost it completely. Stand up for your rights. These situations teach you the most in life; this is where you really have to negotiate! In negotiations caring deeply may not cut ice, only effective preparation and focused attention make the difference.
Jappreet Sethi
Visit the http://www.humanresourcesblog.in/ for more insights and articles on human resources development.
Article Source: http://EzineArticles.com/?expert=Jappreet_S
http://EzineArticles.com/?Have-You-Been-Cornered-In-A-Negotiation:-What-to-Do?&id=7020388

The Art of Negotiation in 535 words

The Art of Negotiation in 535 words
By Lyndsay Swinton
I want to get better at negotiation, but where to start? UK Amazon currently has 2332 books on negotiation. Google indexed nearly 4 million relevant (yeah right) pages. All I need is a simple, straightforward model that I can put to use now.
Phased by the glut of information, I went within and remembered the wise teachings from a senior manager in my early working life. So, come closer, listen up, because he was very wise indeed...
He said "Do you know your LIMits?"
"My what? said I cautiously, wondering if he was asking about my drinking capacity, driving speed or something equally off the wall.
Being worldlier than I, he noticed my confusion and helped me out.
"Lyndsay, if you want to be successful in life, you need to know your LIMits. Let me explain. What would you Like to have? What do you Intend to have? What Must you have? What are your LIMit's?"
Slowly it dawned on me that he was talking the strange management language of mnemonics.
He wrote down the word for me like this.
L
I
M
I
T
S
And next to the letters he wrote
L - like to have: your number 1, top of the pile, best outcome
I - intend to have: your realistic, shoot for the stars but reach the moon outcome
M - must have: your bottom line. Deal is off if this is not met.
(The I,T and S are irrelevant, just convenient additions to prevent asking what your LIM are!)
Testing the Theory
And so ended his lesson. Off I scampered like the eager young graduate I was, itching to put this into practice. Thinking about a possible secondment opportunity I wrote the following:
Like - 10% bonus, new laptop, mentoring with new senior manager
Intend - 5% bonus, attendance at special course, return to new job after secondment
Must - same pay, relocation expenses paid, credit in my appraisal
The final deal I struck landed somewhere between Like and Intend, with a few perks I had not even considered, so I felt it was a success.
Why Negotiation Works
There are a couple of reasons why simple models are useful but often forgotten.
The LIMits negotiation model encourages flexible thinking in that there are 3 potential good outcomes. Compare this with the most common alternative - success or failure - and you can see there is only 1 measly good outcome. You don't have to be a gambling pro to work out which approach is best! The secret of the LIMits model is if you don't meet all the criteria for success, then the opposite is not failure, just a different outcome.
The other benefit of using the LIMits negotiation model is it forces you to prepare, gaining you vital spare capacity when you are in the thick of the negotiation. You will be clear about your position and better able to get that across.
Information overload
As I demonstrated, simple models are forgotten because we seek out newer, shinier ideas in books, the internet or from other sources. Reduce information overload by re-using what you already know or recycling an old idea into one that works today. Old knowledge is not always redundant.
So, negotiate that new job, better deal or contract. All you need is to know your LIMits.
Lyndsay Swinton is an experienced team leader, people manager and business coach. Her website is www.mftrou.com - 'Management for the rest of us'. Subscribe to her free no-nonsense Management Tips newsletter at mftrou.com today.
Article Source: http://EzineArticles.com/?expert=Lyndsay_Swinton
http://EzineArticles.com/?The-Art-of-Negotiation-in-535-words&id=967

Good brain, bad brain? Bring it all to the negotiation table

We are hearing much lately about the wise parts of the brain as well as the unruly. Truth be told this division into camps in the cranium is simplistic. David Brooks described part of the simplistic approach in his New York Times column "The Vulcan Utopia" (subscription required) in which he reviews Al Gore's book The Assault on Reason. Brooks wrote . . .

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Don't Negotiate Against Yourself

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Seven Habits of Highly Effective Negotiators

By Jeanette Nyden (http://www.jnyden.com)

 

1.  Preparation

2.  Nonjudgmental questions

3.  Control Ego

4.  Honesty

5.  Know Your Interests

6.  Be Willing To Make First Offer

7.  Honor Agreements

 

To read each in detail click here.

 

[from candogo.com]

 

 

Use Your Negotiation Style - Don't Let It Use You

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How to negotiate better than 99% of people

Here is a site that gives a lot of insight into negotiation. 

The name of the site is I will teach you to be rich.com (without the spaces between the words).

Click here to go to the site.

Negotiation Strategy: Planning Is Critical

By Cathy Cronin-Harris

Click here to read the article.

The eight-stage negotiation process

The eight-stage negotiation process

This framework includes the following:

1)  Prepare
2)  Open
3)  Argue
4)  Explore
5)  Signal
6)  Package
7)  Close
8)  Sustain

To read about the eight-stage negotiation process in detail click here.

[from changingminds.org]