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!


Schemata Description
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!