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BREAKTHROUGH BARGAINING

BREAKTHROUGH BARGAINING. Mirjana Rodic & Ricardo Gómez. INTRODUCTION. Negotiation: ART (naturally gifted) SCIENCE (build on creative approach) Experts in getting “ YES ” Some negotiations NEVER get off the ground. SHADOW NEGOTIATION ???. SHADOWED NEGOTIATION.

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BREAKTHROUGH BARGAINING

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  1. BREAKTHROUGH BARGAINING Mirjana Rodic & Ricardo Gómez

  2. INTRODUCTION • Negotiation: • ART (naturally gifted) • SCIENCE (build on creative approach) • Experts in getting “YES” • Some negotiations NEVER get off the ground

  3. SHADOW NEGOTIATION ???

  4. SHADOWED NEGOTIATION • SomenegotiationsNEVERget off theground • “WHAT” vs “HOW!” • Unequalpower(minorities: race, gender, age) • Objective: confession of mutual need

  5. STRATEGIC LEVERS (shadow negotiation) • POWER MOVES • PROCESS MOVES • APPRECIATION MOVES

  6. POWER MOVES • Informal negotiation process- two way conversation never gets • Power mooves bring Barginers better off if they negotiate • There are 3 kinds of power moves

  7. POWER MOVES (3) • INCENTIVES • Advantages/Benefits gained from negotiation • Creating value and making it visible • PRESSURE LEVERS (“Put a Price on the Status Quo”) • Underscore the consequences to the other side if stalling continues • ENLISTING ALLIES • Allies are crucial resource in shadow negotiation (credibility) • Turns up the voulume of the incentives or of the pressure

  8. PROCESS MOVES • Influence the negotiation proces itself • Bargainers caugh in a dynamics of silence: • When decisions are made without their input • When colleagues interrupt them during the meeting • Dismiss their comments, or appropriate their ideas • There are 3 kinds of process moves

  9. PROCESS MOVES (3) • SEED IDEAS EARLY • Being ignored- not listened • Produce negative reactions • REFRAME THE PROCESS • Way of negotiation is structured • Competitive approaches to problem solving • Way discussion unfolds and issues are emerged • BUILD CONSENSUS

  10. APPRECIATIVE MOVES • Change in the rules • Denfense- get off the ground • Not looking only own interest • There are 3 kinds of appreciative moves

  11. APPRECIATIVE MOVES (3) • HELPS OTHERS SAVE FACE • Face- capture whatpeoplevalue (howwantotherstoseethem) • Negotiators- preserve face • Boss, colleagues, subordinates • KEEP THE DIALOGUE GOING • Lack of time, Lack of information • Keeping dialogue withoutpushing and getting more on time agreement • More time tothink and getfinally new ideas ! • SOLICIT NEW PERSPECTIVES • Right vs Wrong • Encouragingothersidetoworkwith

  12. THANK YOU !

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