Stops in Negotiations

Impasse; condition or state of the conflict where there is no apparent quick or easy resolution

Difficult Negotiations (intentional or due to inadequate skills)

Not necessarily bad or destructive; not permanent; can be tactical or genuine

Intransigence = unwilling to compromise

Intractable negotiation = when it becomes more difficult to solve

4 dimensions: 1) Divisiveness, 2) Intensity, 3) Pervasiveness, 4) Complexity

Characteristics of parties

How one defines oneself, comparing one's self to others, perceptions of power, revenge and anger, conflict management styles

Characteristics of setting

Physical setting, temporal issues, relational issues and cultural issues

Fundamental mistakes

Neglecting other side's problem, too much focus on price, positions over interests, too focused on common ground (than protecting own's interest), neglecting BATNAs and frequent adjusting of perceptions during negotiation

Strategies to resolve

Reaching agreement on rules and procedures

Reduce tension and synchronize de-escalation of hostility

Improve accuracy of communication (role reversal)

Control number and size of issues

Establish common ground

Enhance desirability of options and alternatives

Shadow negotiations (formal) - pre-negotiations to list down HOW work should be done and the acceptable norms for the actual negotiation

Social contract (informal) - result of shadow negotiation, determines what the negotiation is about and how decisions are made when unforeseen circumstances occur and disputes are resolved

Strategic levers to help navigate the shadow negotiation: 1) Power moves, 2) Process moves, 3) Appreciative moves

Should consider using shadow negotiation and social contract if you want a collaborative negotiation

When the other side has more power

Protect themselves (show disincentive or benefit), keep in mind their real interests, cultivate BATNA (and improve on them), formulate a "trip wire alert system", correct power imbalance

Ultimatums

3 characteristics: 1) Demand, 2) Attempt to create a sense of urgency to urge compliance, 3) Threat of punishment

"Exploding offer" - embrace it BUT WITH CONDITIONS

Ury's breakthrough approach (5 steps)

  1. Don't react - go to the balcony, 2. Disarm them - step to their side, 3. Change the game - reframe, 4. Make it easy to say yes, 5. Make it hard to say no

Having conversations with difficult people

Preparation. Managing the conversation involves 3 elements (clarity, tone, temperate phrasing (choosing your language carefully))

Practice, visualize!