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Effective Strategies for Managerial Negotiations: Beyond Win-Win Approaches

In today's competitive landscape, understanding various negotiation styles is key for managers. This lecture delves into essential strategies beyond typical win-win scenarios, exploring win-lose and lose-lose outcomes. Key topics include recognizing adversarial tactics, mastering assertiveness, and effectively managing personal relationships during negotiations. Participants will learn to craft a clear vision, maintain confidence, and utilize strategic approaches such as timing, questioning techniques, and emotional intelligence. Build skills to navigate complex negotiations and achieve favorable results.

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Effective Strategies for Managerial Negotiations: Beyond Win-Win Approaches

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Presentation Transcript

  1. Lecture ThirteenChapter Eleven Managerial Negotiations

  2. OTHER THAN WIN-WIN OPTIONS • WIN- LOSE • LOSE-LOSE

  3. UNDERSTAND CULTURE • ASSERTIVE/PASSIVE • QUICK SOLUTIONS/ CAREFUL • PERSONAL RELATIONSHIPS/ SUPERFICIAL • POLICY CONTROLLED/ FLEXIBLE

  4. PERSONAL STYLE • LOOK AND ACT CONFIDENT • Stay Formal • Project Energy • Well Organized • Clear Vision of Where Negotiations Are Headed

  5. ADVERSARY’S STYLE • FAST-FLASHY (Slick and Smooth) • Razzel-dazzle(Used Car Salesman) • DICTATORS • Beat You Into Submission Using Subtle Rational Arguments • PARENTS • Comfort, Listen, Sooth and Convince Deal is For Your Own Good

  6. PURPOSE • KNOW WHAT YOU WANT. KNOW WHAT IS REASONABLE TO EXPECT • MAXIMUM SUPPORTABLE OUTCOME (MSO) • One Trip to the Well • LEAST ACCEPTABLE OUTCOME • Know When to Walk Away

  7. TIME • Do Not Reveal the True Deadline • Be Patient • Use the Clock to Help Close a Deal

  8. ENVIRONMENT • SITE SELECTION • Home Office • Adversary’s Office • ROOM ARRANGEMENT • Eye Contact • Comfort

  9. THE MESSAGE • OPENING • In the USA start general and move quickly to issues. • CONCESSIONS • Small, Slow and only in return for other concessions • QUESTIONS • Purpose • Arouse Attention • Obtain Information • Stimulate Thinking • Bring About a Concession or Close • Only Ask Question to Accomplish Your Goal • Avoiding • Answer Part • Ask for Clarification • Answer a Different Question • Answer a Negative With a Positive

  10. STRATEGIC APPROACHES • SURPRISE • New goal or concession • BLUFF • All Hat and No Cattle • DIVERSION • Cloud Real Need • STACKING • Borrowed Authority • FAIT ACCOMPLI • Act As If Already Complete • TAKE IT OR LEAVE IT • Last and Final • SCREEN • I Don’t Have Authority • EMOTION • False Anger, Sadness, Rejection

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