Following up my blog posting about negotiation schemata in November 2014, I am posting a list of negotiation schemata. In the previous blog I posted four. After a lot more thinking, reading, and talking… I have 12 to put in front of you!
|1. Win/lose||Distributive thinking. Each gain has a related loss and vice versa.|
|2. Employ a multistep process to get satisfying results||Specific steps and phases are followed which provide a structure to the negotiation.|
|3. Explore/Solve Win/Win Cooperate||Integrative thinking. Gains are maximized for all parties. Seek opportunities beyond those you started with.|
|4. Pitch to absent boss||Speaking through the counterparty to the needs and desires of their superior. Think like this: „I always propose in a way that will convince their boss.“|
|5. Determine if there is suitable end to end business logic in the situation||A reflective approach that seeks to understand the entirety of a proposal including suppliers, distant stakeholders, product lifecycle, relationship lifecycle and more.|
|6. Bargaining/Logrolling i.e. trade incremental concessions||Trading concessions especially by linking, delinking, and repackaging issues.|
|7. Get the deal and move on||Prioritizes time and cost efficiency. Goal is to completing move on, regardless of the outcome.|
|8. Secure an ally, develop the relationship||A negotiation goal is to get an ally, not just to completing a particular task. The negotiator takes a strategic perspective towards the relationship.|
|9. Negotiate only if the other party has empathic fit with you||Establish at the outset if there is chemistry (sympatico feeling) among the parties sufficient to motivate trust and cooperation.|
|10. Fairness: An expected sequence of events for determining and adjusting to perceived fairness among the negotiation parties||The negotiator expects a process that seems fair (of course ideas about fairness may be different among the parties.|
|11. Play to win, win for the sake of winning||The sole goal is to beat the other sides if it is not the best deal possible.|
|12. You go first||One side listens to the explanations, offers, problems, ideas, and goals of the other sides. Without interacting much, the listeners gain a feel for the whole proposal and the needs and psychology of the others.|
|The above table is largely presented in my paper submitted for ICSOB 2015.|
It has turned into quite a list!
And how do you feel about these schemata?
I would be glad to get your comments!