Download presentation
Presentation is loading. Please wait.
1
Do you have a Negotiation STYLE?
2
What has Style got to do with it?
Jazz , Classical and Hip-Hop/Hip-Life Metaphor Letter to my Unborn Child VIP –I Think I like am Agagio II Time to Say Good-Bye Richochet Reflections on these tracks? How would you describe them? What mood do they evoke?
3
Style Choice: Outcomes
Outcomes of your Choice: Expand the Pie Maximize your Slice Feel Good Factor Key approaches to style : 1) Motivation 2) Interests, Rights and Power(IRP) Model We turn to motivation and style in the next slide.
4
The Narcissist/ Individualistic
THREE TYPICAL STYLES Typical Styles The Narcissist/ Individualistic The Competitive The Co-operative Points to note: These styles manifest can be understood under three main contexts viz 1) Objectives 2) view of others 3)Triggers
5
SHAPING UP?SELF-HELP(I)
Regardless of your style one needs to get a “chisel” to smoothen rough edges. Key point is : Your Worldview/what you think of others
6
SHAPING UP?SELF-HELP(II)
From a co-operator to a competitor(sort of):How to develop a competitive edge- Be clear about your BATNA Get an Agent Audience effect No more “yes,” “cool,” “aight”
7
SHAPING UP?SELF-HELP(III)
From a competitor to a co-operator(sort of): How to develop a co-operative edge- Mind set re-programme: think of expansion not pie slicing Adopt a diagnostic approach People matter; hire a people/relationship mgr if need be. From aggression to subtlety
8
At the Neg. Table: dealing with Different Motivational Styles
Strategies for handling Different Motivation Styles at the table : Eyes on the Prize Beware of Social Comparison Principle of Reinforcement(chocs for good behaviour; pepper in the nose for rotten moves) The Power of Reciprocity Anticipate Motivational Clashes Epistemic Motivation(Knowledge is Power)
9
The IRP Approach Why? What? Focuses on what underlies a given posture
Interests Why? What? Focuses on what underlies a given posture Negotiators tend to reach a comprise Rights Focuses on fairness Justice Third Party tends to be required for a “DEAL” Power Focuses on status, rank, threats Marked by Contests and Threats
10
Style Guide(I): Focus on Interest Approach
General Strategies: Reciprocity Interests based style :key for Pie Expansion Refocusing on Interests(away from Rights and Power).
11
Style Guide(II): Focus on Interest Approach
Personal Strategies: Keep your cool; be tactful; don’t reply in kind Create ambience for chit-chat Punish/Reward(Behavioural Reinforcement) Mixed Message(reciprocate with a package cuing other party to choose) Process Intervention(pie expansion moves) Cooling off
12
Style Guide(III): Focus on Interest Approach
Structural Strategies(Org.Level): Focus on interests(create vents for talking about interests) Looping Back(In built Mechanisms to avoid Rights and Power Negotiations) Create/Utilize low cost Rights and Power Systems(conventional Arb.; med.-arb.; arb.-med.) Consultation and Feedback Skills and Resources
13
Value of Rights and Power Approach(When Interests Approach Fizzles)
No Show Legal issues Power Display necessary Negotiations break down irretrievably Social Change Calls Diametrically opposed interests
14
How to Use/Effectiveness of Rights and Power Moves
Attack Fundamental Interests of other Party(e.g. threaten to sack striking workers; how does this threaten interests of workers?) Clarity Credibility Maintain the Bridges
15
EMOTIONS AND NEGOTIATIONS
Types of Emotion Type of negotiations(integrative/distributive affects impact of emotion) Impact of Emotion also a function of resources at the disposal of other party Positive Emotion Matters EQ and Negotiated Outcomes Reading Moods(ERA) key for Outcomes Emotional Recognition Accuracy
16
Dealing with Emotions Beware of
Reinforcing an emotion you consider negative by capitulating Suppressing your emotions; re-evaluating may prove useful The contagious effects of emotions both positive and negative. Emotionally loaded words
Similar presentations
© 2025 SlidePlayer.com. Inc.
All rights reserved.