1.8 Negotiations and relationships [practice]

1.5 Negotiations and Relationships

DR. TROY WIWCZAROSKI

AT TI BU CR TU ILD EA DE I N S TI G A NG N TR VA D S US LU TRA T E F TE OR GI AL ES L

PROMINENCE

This chapter will help you to perceive the importance of creating a durable relationship in negotiation. Â You will receive tools on how to build trust within a relationship in a negotiation, based on a set strategy and depending on the intended outcome.

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Learning Outcomes

01

NEGOTIATION STYLES

Everyone is - depending on one's negotiation partner - a competitor, a collaborator, an avoider or an accommodator.

Consider situations from your own life and reflect on which role you play with which specific negotiating partner.

Consider the following: Your parents? Your best friend? A sibling?

Your boss at work? Your professor? A police officer when you've been pulled over for speeding? A classmate when doing a group assignment?

special brew just for you NEVER ABOUT SOMETHING; ALWAYS FOR SOMEONE.

You share a flat with a colleague from the office. Recently, he got a new girlfriend. No problem, right? But there is a problem: she has started staying in the flat. Your roommate claimed it would only be for a night once a week, but she has been living there for days now. She uses the electricity, water, turns up the heating, eats the food – yet, when the bills had to be paid, your roommate had no problem paying only his 50% of the bills. Moreover, he avoids the issue when you ask him how long she would really be staying or whether he thinks other living arrangements would be better. How would you have the conversation?

Think before you speak Your words have great impact.

EXERCISE IT IS SUNDAY EVENING. YOU HAVE ARRIVED AT FRANKFURT AIRPORT ON TIME AND ARE LOOKING FOR THE GATE OF YOUR CONNECTING FLIGHT BACK TO BUDAPEST, WHEN YOU NOTICE YOUR FLIGHT HAS BEEN CANCELLED. YOU NEED TO GET HOME, AS YOU WORK TOMORROW. HOW COULD YOU SPEAK WITH THE AIRLINES AGENT ABOUT ALTERNATIVES? ONE OF THESE IS COMPENSATION FOR THE TROUBLE THE AIRLINE IS CAUSING YOU...

Our actions and decisions today will shape the way we will be living in the future.

HOW IMPORTANT ARE TRUST AND LIKING IN NEGOTIATIONS?

1. FIND THINGS IN COMMON. 2. SHOW INTEREST. 3. FLATTERY. 4. GENEROSITY.

How is trust built?

There are 6 steps you can use.

5. GRATITUDE. 6. PERSONAL TOUCHES.

Make opportunities

Take the next step.

1. Separate the people from the problem.

Exercise: Describe a negotiation you have had in which it was difficult for you to do this. (e.g., You wanted to buy something) · Why was it so difficult to separate the person from the problem? · How did this affect your negotiation?

Make opportunities

Take the next step.

2. Focus on interests, not on positions.

Exercise: Relate to the group how you have failed to achieve what you really wanted to gain in a negotiation due to sticking to a position (e.g., price, a deadline). · What kind(s) of items/terms make it more difficult to get ‘unstuck’? · How would you have done the same negotiation differently, based on principled negotiation strategies?

Make opportunities

Take the next step.

3. Invent options for mutual gain.

Exercise: Tell how you have sought to create a long-term relationship by negotiating in a mutually agreeable manner. (e.g., borrowing something/money from someone) · In your experience of negotiating, what kind(s) of option(s) could you use to create a possible win-win outcome?

Make opportunities

Take the next step.

4. Insist on using objective criteria.

Exercise: Relate how a negotiating partner’s preconceived notions/your own preconceived notions have affected your talks negatively? (e.g., you/they had a bad experience loaning something to someone before) · What objective criteria could you use?