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Selecting Tactics for International Negotiations

Selecting Tactics for International Negotiations. Robert Eng and Ash Rao Babson College. The Basic Negotiation Process. Preparation – strategy, position, BATNA Agreeing to process Exchange information Suggest alternatives Agree / end negotiation.

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Selecting Tactics for International Negotiations

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  1. Selecting Tactics for International Negotiations Robert Eng and Ash Rao Babson College

  2. The Basic Negotiation Process • Preparation – strategy, position, BATNA • Agreeing to process • Exchange information • Suggest alternatives • Agree / end negotiation

  3. Negotiator Profile General Model Role of individual Interaction: Dispositions Interaction: Process Outcome: Contractual agreement

  4. General Model Basic concept of process: Distributive bargaining/ Problem-solving/ Debate/ Contingency bargaining/ Non-directive discussion Most significant type of issue: Substantive/ Relationship-based/ Procedural/ Personal

  5. Role of the Individual Negotiator selected because of: knowledge/ experience in negotiating/ status/ personal attributes Individual’s aspirations: Individual/ group Decision-making: Individual/ With group input/ Group consensus

  6. Interaction: Dispositions Orientation towards time: Monochronic/ polychronic Risk taking propensity: Risk averse/ Speculative Bases of trust: External sanctions/ reputation/ intuition/ shared experience

  7. Interaction: Process Concern with protocol: Informal/ formal Communication complexity: Low/ High Nature of persuasion: Direct experience/ logic/ tradition/ dogma/ emotion

  8. Negotiation Strategies Familiarity with culture of Negotiator Counterpart Strategy low low agent/adviser/mediator low high adapt counterparts approach high low induce use of negotiator’s way medium medium coordinate adjustment high high improvise an approach

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