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Negotiations

Written by Jason Gordon

Updated at February 18th, 2021

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Overview: This material covers the practices and theories relevant to negotiation practice, such as distributive and integrative practices. It teaches students to frame the negotiation, identify a BATNA, set a reservation and target point, and identify strategy and tactics to achieve negotiation objectives.


  • How to Negotiate Effectively

Key Concepts in Negotiation

  • What is negotiation?
  • What scenarios or situations lead to a negotiation or cause parties to negotiate?
  • What characteristics are common to all negotiations?
  • What are the differences among negotiators that affect the negotiation process?
  • What is a conflict and how does it give rise to negotiation?
  • How is a negotiators disposition toward conflict resolution related to negotiation strategy?
  • What is the level of dependence in a conflict negotiation?
  • What are integrative, distributive, and compatible bargaining scenarios?
  • What is the BATNA and what is the significance of alternatives in negotiation?
  • What is the significance of the reservation point and ZOPA in a negotiation?
  • What is the significance of concessions or adjustment of the bargaining position?
  • What are anchor points and the bargaining range in a negotiation?
  • What personal and situational factors are commonly understood to affect negotiation?

Framing Up a Negotiation

  • How do parties define the issues or negotiation goals, known as the bargaining mix?
  • How does one prioritize the issues in a negotiation?
  • How do you frame up (identify the key characteristics of) a negotiation?
  • What is the significance of understanding the resistance point of both parties?
  • How do parties open the negotiation Anchor Point?
  • Why is it important to plan for concessions?

Distributive vs Integrative

  • What is a distributive negotiation?
  • What procedures are considered best practices in a distributive negotiation?
  • What is an integrative negotiation?
  • What procedures are considered best practices in an integrative negotiation?
  • What personal characteristics of negotiators facilitate a successful integrative negotiation?

Strategy and Tactics

  • What is Strategy in Negotiation?
  • How does Motivational Orientation affect strategic orientation?
  • What is a strategic objective in a negotiation?
  • What are some strategic objectives associated with negative outcomes?
  • What is the process for developing a strategic negotiation plan?
  • What is Self Assessment when strategically planning a negotiation?
  • How should you proceed to Assess the Other Party when strategically planning a negotiation?
  • How do you Assess the Situational Aspects when strategically planning a negotiation?
  • How do you assess the Social Context when strategically planning a negotiation?
  • What other factors are understood to affect strategy in a negotiation?
  • Power Tactics and Strategy in a Negotiation?
  • Tactics aimed at persuading a counterparty?
  • Tactics to facilitate bargain within the Zone of Potential Agreement?
  • Dealing with Distributive Negotiation Tactics?
  • Integrative negotiation tactics?

Cognitive Aspects

  • What is perception in the context of negotiation?
  • What is Cognitive Framing in the context of negotiation?
  • Mental models of negotiation?
  • What are Cognitive Biases in negotiations?
  • What is risk and how does risk perception affect a negotiation?
  • How do perceptions of entitlement and fairness affect negotiations?
  • How does social comparison affect perceptions of fairness?
  • What is the effect of mood and emotions in negotiation?
  • What role does creativity play in negotiations?

Communication

  • What is the significance of communication in negotiations?
  • What is communicated during a negotiation?
  • Steps to improve the communication process?
  • What communication-related tactics influence the other party in a negotiation?

Trust and Relationships

  • How do relationships affect negotiation dynamics?
  • What contributes to the presence of trust in a negotiation?
  • Rational and deliberate methods for building trust in a negotiation?
  • What are tendencies that lead to mistrust and how can trust be repaired?

Ethics

  • What are ethics and how are they implicated in negotiations?
  • What human biases give rise to ethical problems in negotiations?
  • How can negotiators determine and calibrate ethical behavior?
  • What are unethical tactics?
  • What are the consequences of acting unethically?

Multi-Party Negotiations

  • What are multi-party negotiations and how do they affect the negotiation process?
  • How does one manage the various stages of a multiparty negotiation?
  • What are coalitions and how do they affect negotiations?
  • What is a principal-agent relationship and how does it affect a negotiation?
  • What is a constituent relationship and how does it affect negotiation?
  • What are team negotiations and how do they affect the negotiation process?
  • What are intergroup negotiations, and how do they affect a negotiation?

Cross-Cultural Negotiations

  • What is the influence of culture on the negotiation process?
  • What are some culturally- responsive negotiation strategies?

Negotiating through IT

  • What is information technology and how does it affect negotiation?
  • What are some tactics for improving negotiation through information technology?

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