Do you tend to see the negotiation as a competition where you have to win - where you have to win more than your counterpart.
Or do you see the negotiation as a game where both parties need to find a joint win-win solution.
These two approaches are usually called:
Zero-sum negotiation (distributive): the cake has a size and must be divided between "two warring parties"
Interest-based negotiation (Integrative) : how can we grow the pie together to achieve win-win.
When the negotiation is zero-sum , common tactics are usually to:
Bluff
Exaggerate
Push - use power
Intimidate / unreasonable demands
Emotional outbursts
Reluctance
In interest-based negotiations, other skills are usually important:
-Create common ground - create trust between each other
-Understanding of our counterpart: how do they reason
-Understand what is important to my counterparty
-Find solutions instead of lock-ins
-Think and act long-term
- Take responsibility for both me and my counterpart
Prepare and plan your game plan!
What approach do you have and what approach does your counterparty have in your negotiations?
And how do you act depending on the style of your opponent?
It is important to prepare for a negotiation (figures, data, background, mandate, etc.). But it is usually even more important to plan your game plan for how I will carry out the negotiation.
Good luck in your negotiations.
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