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Chapter 8

The document discusses various aspects of negotiation including different types of negotiation such as distributive, integrative, and positional negotiation. It also discusses common issues in negotiation such as taking emotional shortcuts, failing to prepare, and focusing on competing rather than collaborating. Additionally, it outlines the typical stages of a negotiation process including preparing, exchanging information, bargaining, and concluding. It provides techniques for getting and keeping psychological advantage during negotiation such as listening more than talking, using timing strategically, and framing the negotiation effectively.

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nor maisarah binti mohamad saidin
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53 views1 page

Chapter 8

The document discusses various aspects of negotiation including different types of negotiation such as distributive, integrative, and positional negotiation. It also discusses common issues in negotiation such as taking emotional shortcuts, failing to prepare, and focusing on competing rather than collaborating. Additionally, it outlines the typical stages of a negotiation process including preparing, exchanging information, bargaining, and concluding. It provides techniques for getting and keeping psychological advantage during negotiation such as listening more than talking, using timing strategically, and framing the negotiation effectively.

Uploaded by

nor maisarah binti mohamad saidin
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

CHAPTER 8 : NEGOTIATION

Team Negotiation
Take Ethical Shortcuts

Distributive Negotiation
Let Our Emotions Get the Best of Us.

ISSUES IN Integrative Negotiation


Fall Back on Cognitive Shortcuts. TYPE OF NEGOTIATION
NEGOTIATION
Positional Negotiation
Focus On Competing Rather than Collaborating.
Multiparty Negotiation
Fail to Thoroughly Prepare to Negotiate.

REJECT THE ANCHOR Negotiation Stage 1: Prepare

COUNTER-ANCHOR Two or more people, teams,


METHODS TO COUNTER Stage 2: Information Exchange
or organisations negotiate NEGOTIATION
and Validation
SEPARATE LEVERAGE FROM INFORMATION NEGOTIATING to reach an agreement. It's PROCESS


TECHNIQUES described as "interpersonal Stage 3: Bargain
IGNORE THE ANCHOR decision-making when we
can't fulfil our goals alone."
Stage 4: Conclude
CLARIFY
Stage 5: Execute
Mimic the emotional environment

GETTING AND KEEPING TRICKS USED IN LISTEN MORE THAN YOU TALK.
Take full advantage of listening
THE PSYCHOLOGICAL NEGOTIATION
USE TIMING TO YOUR ADVANTAGE
Score a small yes or two ADVANTAGE
ALWAYS FIND THE RIGHT WAY
Eliminate anxiety TO FRAME THE NEGOTIATION.

Choose a "partner" approach ALWAYS GET WHEN YOU GIVE

ALWAYS BE WILLING TO WALK


Think existentially

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