In
the interview Weiss and Hughes defined extreme negotiations and the type of
negotiations where the stakes and the risks are especially high . These
normally result in extreme measure like join-ventures or nationalizing assets. In
order to engage in these types of negotiations one must be able to understand
the other party’s motives, have variety of possible solutions , use persuasions
, show commitment to fair outcomes and focus on actively engaging In the
negotiation.
This
type of negotiation may go in a wrong way if the negotiators are tough. That
means if the negotiators have high demands, stick at their demands and are not
willing to compromise and not afraid of dead lock . On the other hand being a
soft negotiator will not also be an advantage. A person should mater skills
from both types of negotiations in order to successfully engage in extreme negotiations.
Most
often negotiations go wrong due to misunderstanding between the parties
involved. This is mainly because most negotiators act or react based on what
the other side says or does. This is also a certain quality of a soft negotiator.
The down side is that the if the other party’s actions are misunderstood then
the response is totally based on that misunderstanding which will cripple the
negotiations at hand. But the good news is that having this quality is that by
assuming the other parties motives you may be able to drive the negotiation in
a principled and constructive manner. Always remember to focus on the process.
Don’t react to the actions of the other side but deliberately take steps to
shape the negotiation process as well as the outcome.
When
in doubt about the other parties motive before acting on you assumptions always
question the other party and try to confirm your assumption. Asking direct
questions may help to accomplish this but keep in mind to be respectful. Often tough
negotiator may ask questions in a aggressive manner which may make it less likely
for the other side to be forthcoming. Therefore tough negotiator should keep in
mind to avoid such circumstances and be respectful and calmly resolve the
matter at hand . One way of doing this is to suggest a possible resolution and
ask the other side to critique it .
One
important thing to remember is that these strategies are not culture specific.
You need to understand the culture the people you are negotiating with to successfully
use these techniques . The key point here is to first of all build a trust with
the other party . Deal with the relationship issues head-on and make
commitments to build the trust and encourage co-operation. In short do what you
promise to do or keep your end of the deal.
In
extreme negotiations an situation may occur when treats may arise from one side
of the party . Tough negotiators do not succumb to threats and sanctions where
else soft negotiators will . Therefore if you an tough negotiator do not be
affected by this and react in an hostile manner but try to keep to calm and
rationalize with the other party and make it clear to them that threatening will
not give a pleasurable outcome to anyone . If you are a soft negotiator,
without giving in try to overcome as motioned in the above manner. Best thing
to do is to ask them what they hope to achieve by such actions and that may
most likely give and insight to their motives.
Power
in extreme negotiations goes to the side that is well prepared. In order to do
this Focus on structured disciplined preparation, Practice on low risk
negotiations beforehand, Review each negotiation and find you weakness, Get an
observer to give you feedback and Teach and coach others. Also when
engaging in an negotiation Send
consistent messages so that your points are clear , Develop common tools and
methods that will accommodate you and remember to not to force the other side
but persuade them or convince them to see your side of the story or agreement.
Overall
in Extreme negotiations its import that you always get the big picture first .
Don’t jump to conclusions but understand the other side and look from their
point of view. This will help to uncover their motives and concerns which will
in assist you in proposing multiple solutions and also to have a strong BATNA (
Best alternative To negotiated agreement) which will give you a border line to
you negotiation. And always Elicit genuine buy-in and use the principles of
fairness to not only to build trust but also to use it to persuade the other
party and come up with a solution for the
extreme negotiation.
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