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  • Integrative Nego

    Diunggah oleh

    Avtar Singh
    44 tayangan14 halaman
    This document discusses strategies for integrative or win-win negotiation. It explains that win-win means exploiting all creative opportunities and leaving no resources unused. Signs of win-win potential include having multiple issues, being able to bring in other issues, and parties having different preferences across issues. Strategies that can expand opportunities for agreement include building trust, asking diagnostic questions, unbundling issues, and making package deals or contingency contracts that capitalize on differences between the parties. The document provides a strategic framework and pyramid model for reaching integrative agreements and moving negotiations towards a Pareto optimal frontier where no other agreement could make one party better off without making the other worse off.

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    This document discusses strategies for integrative or win-win negotiation. It explains that win-win means exploiting all creative opportunities and leaving no resources unused. Signs of win-win potential include having multiple issues, being able to bring in other issues, and parties having different preferences across issues. Strategies that can expand opportunities for agreement include building trust, asking diagnostic questions, unbundling issues, and making package deals or contingency contracts that capitalize on differences between the parties. The document provides a strategic framework and pyramid model for reaching integrative agreements and moving negotiations towards a Pareto optimal frontier where no other agreement could make one party better off without making the other worse off.

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    Attribution Non-Commercial (BY-NC)
    Unduh sebagai PDF, TXT atau baca online dari Scribd
    Tandai sebagai konten tidak pantas
    44 tayangan14 halaman

    Integrative Nego

    Diunggah oleh

    Avtar Singh
    This document discusses strategies for integrative or win-win negotiation. It explains that win-win means exploiting all creative opportunities and leaving no resources unused. Signs of win-win potential include having multiple issues, being able to bring in other issues, and parties having different preferences across issues. Strategies that can expand opportunities for agreement include building trust, asking diagnostic questions, unbundling issues, and making package deals or contingency contracts that capitalize on differences between the parties. The document provides a strategic framework and pyramid model for reaching integrative agreements and moving negotiations towards a Pareto optimal frontier where no other agreement could make one party better off without making the other worse off.

    Hak Cipta:

    Attribution Non-Commercial (BY-NC)
    Unduh sebagai PDF, TXT atau baca online dari Scribd
    Tandai sebagai konten tidak pantas
    dari 14

    Integrative Negotiations

    Positions vs. Interests

    What is WIN-WIN Negotiation


    Most people think- Faulty perceptions
    Compromise, Even Split, Feeling Good, Building, Relationship.

    Win-win really means that all creative opportunities are exploited and no resources are left on the table ( IN)
    Telltale signs of Win-win potential: Does negotiation contain more than one issue? Can other issues be brought in? Can side deals be made? Do parties have different preferences across negotiation issues?

    Expanding the pieStrategies that do not work alone...


    Commitment to reaching a win-win deal Compromise Focusing on the long-term relationship Adopting Cooperative orientation Taking extra time to negotiate

    Expanding the pieStrategies that do work.


    Build trust and share information Ask diagnostic questions Provide info Unbundle the issues Make package deals, not single issue offers Make multiple offers simultaneously Structure contingency contracts by capitalizing on the differences: Pre-settlements settlements (PreSS) Post-settlements settlements

    Strategic Framework of Integrative Negotiation


    Not acceptable (optimistic) Not acceptable (bleak)

    Resource Assessment

    Assessment of Diff

    Construct Offers & Trade-offs

    Current best terms

    Impasse

    Both Agree

    Post-settlement Settlement Implement Agreet

    Pyramid model of Integrative Agreements


    Less than 25 % of Exec nego simulation reach level 3 and of them 50% reach it by chance.

    Pareto-Optimal

    Settlement demonstrable superior to other feasible settlements


    Mutual Settlements (+ive ZOPA)

    Towards Pareto-optimal Front


    Win

    A
    A

    Value to X

    Towards Value Maximization (integrative) i.e. Pareto optimal Front- ABC/ ABC C

    B
    B C

    No agreement for the Value received Loose

    Loose

    Value to Y

    Win

    Whats your BATNA? Whats the Reservation Price? What are the issues? What are my preferences and interests for the issues? What can I learn about the other partys preferences and interests for the issues? Perception Taking

    Used the Strategies?

    Advanced Value-creation Strategies

    Negotiating or Are you Litigating?

    Keys to Integrate

    Do not loose sight of underlying interests. Keep communication lines open Ask other parties to Mediate

    Dealing with Difficult People


    Build Golden Bridge Listen to Learn You dont have to like them

    Create Value out of Conflict


    Capitalize on Shared Interests Explore Differences in Preferences, priorities, and resources Address your problems Capitalize differences in risks or forecasts

    Contingency Contracts: Using Differences to Leverage Joint Gain

    Cautionary Note! For Contingency contracts


    Sensible incentive alignment Continues interaction between parties Enforceability Clarity and measurability

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