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    Strategic Bargaining

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    Satyam Gupta
    The document discusses strategic bargaining and negotiation. It defines negotiation as an interactive process that occurs when people want something from each other. There are generally similar approaches to negotiation across cultures involving preparation, listening, and integrity. Effective negotiators determine their style, set goals and expectations, consider applicable standards, understand the other party's interests, leverage relationships, and follow a four step negotiation process involving preparation, information exchange, opening concessions, and closing the deal. Overall success requires seeing issues from others' perspectives while maintaining self respect.

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    Strategic Bargaining

    Uploaded by

    Satyam Gupta
    69 views18 pages
    The document discusses strategic bargaining and negotiation. It defines negotiation as an interactive process that occurs when people want something from each other. There are generally similar approaches to negotiation across cultures involving preparation, listening, and integrity. Effective negotiators determine their style, set goals and expectations, consider applicable standards, understand the other party's interests, leverage relationships, and follow a four step negotiation process involving preparation, information exchange, opening concessions, and closing the deal. Overall success requires seeing issues from others' perspectives while maintaining self respect.

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    The document discusses strategic bargaining and negotiation. It defines negotiation as an interactive process that occurs when people want something from each other. There are generally similar approaches to negotiation across cultures involving preparation, listening, and integrity. Effective negotiators determine their style, set goals and expectations, consider applicable standards, understand the other party's interests, leverage relationships, and follow a four step negotiation process involving preparation, information exchange, opening concessions, and closing the deal. Overall success requires seeing issues from others' perspectives while maintaining self respect.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    69 views18 pages

    Strategic Bargaining

    Uploaded by

    Satyam Gupta
    The document discusses strategic bargaining and negotiation. It defines negotiation as an interactive process that occurs when people want something from each other. There are generally similar approaches to negotiation across cultures involving preparation, listening, and integrity. Effective negotiators determine their style, set goals and expectations, consider applicable standards, understand the other party's interests, leverage relationships, and follow a four step negotiation process involving preparation, information exchange, opening concessions, and closing the deal. Overall success requires seeing issues from others' perspectives while maintaining self respect.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 18

    Strategic Bargaining

    Dr. Vijai N. Giri


    Professor of Communication Studies
    Dept. of Humanities & Social Sciences
    IIT Kharagpur
    email: [email protected]
    The Path of Negotiation
    All of us negotiate many times a day. We
    negotiated as children for things we wanted:
    attention, special treats, and pocket money.

    We negotiate as adults for much more complex


    sets of desires that, when we examine them
    closely, often come down to the same things we
    negotiated for as children.
    Negotiation Defined

    A negotiation is an interactive communication


    process that may take place whenever we want
    something from someone else or another person
    wants something from us.

    People negotiate in generally similar ways in


    virtually every culture in the world and have
    done so since time began.
    Negotiation Defined

    Our personal negotiation style is a critical


    variable in bargaining. If you dont know what
    your instincts and intuition will tell you to do
    under different conditions, you will have a great
    deal of trouble planning effective strategies and
    responses.
    Negotiation Defined
    We usuallynegotiate differently with those we
    love than we do with strangers.

    Thefirst foundation of effective negotiation is


    our own style and personality as a negotiator.
    Bargaining Style
    (Various Approaches)
    Avoider
    Compromiser
    Accommodator
    Problem Solver
    Foundations of Effective
    Negotiations

    Determine the basic style preferences


    Acquire willingness to prepare
    Set high expectations
    Have patience to listen
    Make a commitment to personal integrity
    Goals and Expectations

    Think carefully what you really want


    Set an optimistic but justifiable target
    Be specific
    Write down the goal and commit to it
    Carry the goal into the negotiation
    Authoritative Standards and Norms
    Survey the applicable standards and norms. Identify the ones
    the other party views as legitimate.

    Prepare supporting data and arguments.

    Anticipate the arguments the other side will make.

    Prepare a positioning theme and anticipate the other sides.

    If necessary, consider making arguments before a sympathetic


    audience.
    Other Partys Interest

    Locate the decision maker.

    How might it serve the other party's


    interests to help you achieve your goals?

    Why might the other party say "no?

    What low-cost options might remove the


    other party's objections?
    Relationships

    Gain access and credibility through


    relationship networks.

    Build working relationship across the


    table with small steps such as gifts,
    favours, disclosures, or concessions.
    Cont
    Relationships
    Avoid reciprocity and relationship traps like trusting too
    quickly, letting others make you feel guilty, and mixing big
    business with personal friendships.

    Always follow the "Rule of Reciprocity":

    Be reliable and trustworthy.

    Be fair to those who are fair to you.

    When other parties treat you unfairly, let them know about
    it.
    Leverage
    Which side has the most to lose from no deal?

    For whom is time a factor?

    Can I improve my alternatives or make the other


    party's worse?
    Leverage

    Can I gain control over something the other party


    needs?

    Can I commit the other party to norms that favour


    my result?

    Can I form a coalition to improve my position?


    Negotiation Process

    Step 1: Preparing Your Strategy


    Step 2: Exchanging Information
    Step 3: Opening and Making Concession

    Step 4: Closing and Gaining Commitment


    Conclusion
    Negotiation is a fascinating aspect of human social
    life. If you treat people right, they will treat you right
    at least ninety percent of the time.

    If there is any one secret of success, it lies in the


    ability to get the other persons point of view and see
    things from that persons angle as well as from your
    own.

    (contd)
    Conclusion
    Do not be so sweet that people will eat you
    up, nor so bitter that they will spit you out.

    Finally, the self-respect is very important.


    Without self-respect, one loses the will to
    succeed as well as the respect of others.
    Thank You !

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