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Mirjana Rodic & Ricardo Gómez
BREAKTHROUGH BARGAINING
INTRODUCTION
Negotiation: ART (naturally gifted)SCIENCE (build on creative approach)
Experts in getting “YES”Some negotiations NEVER get off
the ground
SHADOW NEGOTIATION ???
SHADOWED NEGOTIATION
STRATEGIC LEVERS (shadow negotiation)
I. POWER MOVES
II.PROCESS MOVES
III.APPRECIATION MOVES
I. POWER MOVES
Informal negotiation process- two way conversation never gets
Power mooves bring Barginers better off if they negotiate
There are 3 kinds of power moves
I. POWER MOVES (3)
INCENTIVES Advantages/Benefits gained from negotiationCreating value and making it visible
PRESSURE LEVERS (“Put a Price on the Status Quo”) Underscore the consequences to the other side if stalling
continues
ENLISTING ALLIESAllies are crucial resource in shadow negotiation
(credibility)Turns up the voulume of the incentives or of the pressure
II. PROCESS MOVES
Influence the negotiation proces itself
Bargainers caugh in a dynamics of silence:When decisions are made without their inputWhen colleagues interrupt them during the
meetingDismiss their comments, or appropriate their
ideas
There are 3 kinds of process moves
II. PROCESS MOVES (3)
SEED IDEAS EARLYBeing ignored- not listened Produce negative reactions
REFRAME THE PROCESSWay of negotiation is structuredCompetitive approaches to problem solvingWay discussion unfolds and issues are emerged
BUILD CONSENSUS
III. APPRECIATIVE MOVES
Change in the rulesDenfense- get off the groundNot looking only own interest
There are 3 kinds of appreciative moves
III. APPRECIATIVE MOVES (3)
HELPS OTHERS SAVE FACE Face- capture what people value (how want others to see
them) Negotiators- preserve face Boss, colleagues, subordinates
KEEP THE DIALOGUE GOING Lack of time, Lack of information Keeping dialogue without pushing and getting more on
time agreement More time to think and get finally new ideas !
SOLICIT NEW PERSPECTIVES Right vs Wrong Encouraging other side to work with
THANK YOU !