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Business Negotiation - Coggle Diagram

- - - - Competing; Collaborating; Compromising; Avoiding; Accomodating
    - - De-escalation: behavior intended to prevent escalation of conflict (to grow it)
      - Perspective taking: understanding how a situation apppears to another & how this person reacts to this situation
      - Role reversal: practice used for perspective taking
      - Establishing commonalities (common goals, frameworks, procedure...)
    - - Methods
        
        Formal
        
        Arbitration
        
        Decides who is right & who is wrong (imposes a resolution)
        
        "Chilling effect" when one of the parties loses all motivation to continue negotiating because arbitrator scares him
        
        "Narcotic effect" when parties become passive because the decision is made by someone else, giving them no other choice
        
        Process consultation
        
        Creates relationship between both sides (less involved)
        
        Mediation
        
        Helping parties to come to an agreement
        
        Can help providing a good contract zone (ZOPA)
        
        Informal
        
        Intervention
        
        Inquisitorial
        
        High degree intervention control on both the negotiation process & decision of the conflict
        
        Asks actively a lot of questions
        
        Adversarial
        
        Maximizing victory while having a high control over the decision only by telling parties how to solve the conflict
        
        No questions asked
        
        Providing impetus (incentives)
        
        Providing strong incentive (incitation) for the parties to solve their problem without having any control on either the process nor the decision (blackmailing)
        
        Blackmailing the parties -> chantage ("If you don't solve the problem by yourself, I'll solve it for you and neither will like the solution")
        
        Providing impetus (incentives)
- - - - Influenced by sentence "for sure", "probably"
    - - Counts tend to have more impact than % (ex: 80 out 100 people are satisfied)
    - - 160 000$ more chosen than 161 964$
- - - - Model that defines 4 primary communication styles
      - 4 primary communication styles
        
        Analytical (asks/controls)
        
        Driver (tells/emotes)
        
        Amiable (asks/emotes)
        
        Expressive (tells/controls)
- - - - one person's gain is equivalent to another's loss
  - - - Best option that can be hoped to obtain
    - - Worst option we are ready to accept
      - BATNA (Best Alternative To a Negociated Agreement)
        
        Defines the Reservation Point
        
        Best plan B I can get when failing a negotiation
        
        Never reveal or lie about it !
      - Deal refused if beyond this point
      - ZOPA (Zone Of Possible Agreement)
        
        Zone delimited by the Reservation Point for both negotiatiors
        
        Win-win situation based on both sides possible agreement
        
        ex: Z wants to buy a car for 5000$ of less; Y sells a car for 4900$ but not less
- - - - Mutual dependence
        
        how each person's outcome are determined by their behaviors in that situation
      - Power
        
        determining ours & others outcomes but others do not influence on our outcomes
      - Conflict
        
        the behavior that results for the best outcome for one, results in the worst outcome for others
      - Future Interdependence
        
        behaviors in the present can affect outcomes in the future
      - Information certainty
        
        how each person's actions influence their outcomes knowing the partners' preferred outcomes