Negotiations

That Has Vision

Beyond The Yes
LDR655
Negotiations as a Process
Shane Gray, 566541
Siena Heights University, Graduate College
04/17/2017
 Negotiating Beyond Yes

Yes alone, is not enough: Dont be left high-and-dry.

Negotiations: Art or
science?
Talent and navigation.
Using the elements of a
process.
(Harvard Business Review, 2011) (photo by Shane Gray, 2010)

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 2

 Negotiating Beyond Yes

The fast pace of the technological world that we live in

has potential for moving business forward, or stifling it
due to the lack of relationship that the pace might
cause.

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 3

 Negotiating Beyond Yes

When standing too close to a tree, no one can really see

it entirely, and even less the forest around. In life, there
are many such trees placed on our way, and stepping
back might help us discover the entire tree, first, and,
more importantly, the forest beyond it (Lempereur,
2012, p.198).

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 4

 Building Relationships

The motivation for our emotional responses while

experiencing our interactions with others.
Building relationships and casting our vision beyond
the negotiation process.
(Ryan, 2006)

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 5

 Building Relationships

Eliminate anxiety and the Follow-up with the human

unknown: element:
Emails, phone calls or Assuring that the
instant messages might be
feasible as an initial emotional connection
solution in establishing with the customer is
first contact with new established.
owners to begin the
relationship building (Hobson, 1999)
process.
(Harvard Business Review, 2011)

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 6

 Building Relationships

People matter:

Understanding culture is an
important aspect not only for
negotiating successfully, but also
in building international
relationships (ANSarkar, 2010).
It is about putting people first
(Lempereur, 2012, p. 199).
(Photo by Shane Gray, 2010)

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 7

 Negotiating To Build Relationships

Face-to-face meetings for negotiating are a thing of the

past (Pinet and Sander, 2013, p. 17).
The relationship building process must begin early on
(Harvard Business Review, 2011).
The concern isnt so much the relationship to the
negotiator, but the appeal to the consumer (Hobson,
1999).

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 8

 Negotiating To Build Relationships

Present a clear differentiation in interests from

positions,
Conducting research on interests and issues,
Ensure that the focus remains on a win-win providing
options for mutual gain,
Prepare for the negotiations considering all parties,
alternatives and interests (ANSarkar, 2010, p. 5).

LDR655 Negotiations As A Process - Shane Gray - 04/17/2017 - Week 7 9

 Negotiating To Build Relationships

Connect with peoples needs:

There is a better chance

to find solutions that have
not yet been envisioned,
and that would bridge the
demands ... creating value
first and claiming value
second (Lempereur,
(http://www.businesslearningsolutions.es/2
2012, pp. 199-200). 012/09/essential-negotiation-phrases/)

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 Beyond Yes
Negotiating for win-win and not to claim a victory (Pinet
and Sander, 2013).
The negotiators total process and not in the victories along
the way (Harvard Business Review, 2011).
The bargaining power by both sides may be the only
relationship that is built beyond the deal (Hobson, 1999).
Negotiations should be seen as a continuous opportunity to
talk with the other parties (ANSarkar, 2010).
Rise above the temptation for victory, while preserving the
relationship (Lempereur, 2012).
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 Beyond Yes

(http://www.eanam.org/, 2014)

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 References
ANSarkar. (2010). Emerging strategic issues in global business negotiation: Sharing global vision.
Drishtikon : A Management Journal, 1(2), 1-36. Retrieved from
https://search.proquest.com/docview/1477996780?accountid=28644
Harvard Business Review. (2011). Winning negotiations. Boston, MA: Harvard Business School
Publishing Corporation.
Hobson, C. A. (1999). E-negotiations: Creating a framework for online commercial negotiations.
Negotiation Journal, 15(3), 201-201+. Retrieved from
https://search.proquest.com/docview/205182510?accountid=28644
Lempereur, A. (2012). Responsible negotiation: Exploring the forest beyond the tree. Journal of
Global Responsibility, 3(2), 198-207. doi:http://dx.doi.org/10.1108/20412561211260502
Pinet, A. & Sander, P. (2013). The only negotiation book youll ever need. Avon, MA: F+W Media
Inc.
Ryan, E. (2006). Building the emotionally learned negotiator. Negotiation Journal, 22(2), 209-225.
Retrieved from https://search.proquest.com/docview/205186335?accountid=28644

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