1. Barriers to Negotiation American Society for Training & Development
3. 3 Common Barriers Communication Barriers: Examples include poor documentation of conversations, lack of dialogue, or bad listening behavior.
Cultural or Gender Barriers: Examples include language difficulties, misunderstandings, or pace of work.
4. 4 Common Barriers Saboteur (Spoiler): A key stakeholder who tries to block the negotiation; can be an active or passive resistor.
Lack of Trust: A weak relationship exists between the parties involved; tension or skepticism of reliability may be factors.
5. 5 Common Barriers Lack of Information: One or both sides fail to provide necessary information about issues, criteria, desired outcomes, or interests.
Battle of Wills: A counterpart views each negotiation as a test of wills; could lead to bluffing or attempts to trip up the other side.
6. 6 Adversarial Tactics Anchoring: Putting the first offer on the table to establish a point of reference and gain a psychological advantage
On the Clock: Setting an expiration date on an offer to pressure the other side to accept
7. 7 Adversarial Tactics Fait Accompli: Doing something that is irreversible without negotiating it first, that is, asking for forgiveness and not permission
Good Guy/Bad Guy: In team negotiations, when one person pretends to be on your side whereas the other pretends to be tough and unreasonable
8. 8 Adversarial Tactics Bluffing: Lying or misrepresenting an issue or position to pressure the other side
Funny Money: Breaking down sums of money into small parts (dollars and cents) to detract from the total cost
9. 9 Adversarial Tactics Take It or Leave It: Making a final offer by signaling that a limit has been reached; stating that this is a last offer
Threats: Warning that there will be unpleasant consequences if the other side does not comply or accept a deal
10. 10 Overcoming Barriers Work through the planning process to understand all issues and people involved.
Anticipate questions and problems the other side may have.
Set clear expectations at the start.
Use win-win tactics to counter tactics that are more adversarial.