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Stops in Negotiations (Impasse; condition or state of the conflict where…
Stops in Negotiations
Impasse; condition or state of the conflict where there is no apparent quick or easy resolution
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
Difficult Negotiations (intentional or due to inadequate skills)
Shadow negotiations (formal) - pre-negotiations to list down HOW work should be done and the acceptable norms for the actual negotiation
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
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
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)
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!