Lecture Thirteen Chapter Eleven Managerial Negotiations

OTHER THAN WIN-WIN OPTIONS WIN- LOSE LOSE-LOSE

UNDERSTAND CULTURE ASSERTIVE/PASSIVE QUICK SOLUTIONS/ CAREFUL PERSONAL RELATIONSHIPS/ SUPERFICIAL POLICY CONTROLLED/ FLEXIBLE

PERSONAL STYLE LOOK AND ACT CONFIDENT –Stay Formal –Project Energy –Well Organized –Clear Vision of Where Negotiations Are Headed

ADVERSARY’S STYLE FAST-FLASHY (Slick and Smooth) –Razzel-dazzle(Used Car Salesman) DICTATORS –Beat You Into Submission Using Subtle Rational Arguments PARENTS –Comfort, Listen, Sooth and Convince Deal is For Your Own Good

PURPOSE KNOW WHAT YOU WANT. KNOW WHAT IS REASONABLE TO EXPECT –MAXIMUM SUPPORTABLE OUTCOME (MSO) One Trip to the Well –LEAST ACCEPTABLE OUTCOME Know When to Walk Away

TIME Do Not Reveal the True Deadline Be Patient Use the Clock to Help Close a Deal

ENVIRONMENT SITE SELECTION –Home Office –Adversary’s Office ROOM ARRANGEMENT –Eye Contact –Comfort

THE MESSAGE OPENING –In the USA start general and move quickly to issues. CONCESSIONS –Small, Slow and only in return for other concessions QUESTIONS –Purpose Arouse Attention Obtain Information Stimulate Thinking Bring About a Concession or Close –Only Ask Question to Accomplish Your Goal –Avoiding Answer Part Ask for Clarification Answer a Different Question Answer a Negative With a Positive

STRATEGIC APPROACHES SURPRISE –New goal or concession BLUFF –All Hat and No Cattle DIVERSION –Cloud Real Need STACKING –Borrowed Authority FAIT ACCOMPLI –Act As If Already Complete TAKE IT OR LEAVE IT –Last and Final SCREEN –I Don’t Have Authority EMOTION –False Anger, Sadness, Rejection