Negotiation Tactics

 One of the negotiation tactics described is the Accommodating Strategy. This strategy is used when then the focus of the negotiation is on the relationship health over the actual outcome of the negotiation. I used this stagey this past negation when representing the Crawley plant. I focused more on resolving any tension issues with the other plant than the actual outcome of the negotiation. I had a more laid back approach and did all that I could to accommodate for the other party. 

Another tactic that is described is the Collaborative Strategy. This strategy is the "Win-Win" strategy that is used to benefit both sides of a negotiation. The parties involved are willing to look for ways were the outcome of the negation ends up being beneficial for both parties. I used this strategy in the Excalibur negotiation heavily. From the beginning of the negotiation I made it clear that I felt that we could both come out with a winning scenario, and from that point we were able to have a clean and friendly negotiation that eventually led to both of us getting a lot of positives in the results.

A third tactic that is covered is the Compromising Strategy. This is coined the most adequate for most occasions and is a very basic tactic. In this strategy both sides modify the priorities that they enter with both for the benefit of the relationship and the outcome of the negotiation. I saw this tactic in the Crawley plant negation on my end. I wanted to ensure the relationship was strong at the end of the negotiation, so I was comprising a lot on the things that I wanted to get out of it. For example, I wanted to not have to pay the shipping costs to have the faulty modules sent back to my plant. After some time I realized that getting that would be very detrimental to the relationship and gave in to that want. 

Comments

Post a Comment

Popular posts from this blog

Into post

My name is Brendan Krausse. I am a senior marketing major with a minor in psychology here at Shippensburg and am set to graduate at the end of the semester. I am very excited to be taking this course. I think that the simulated negotiations that we will be doing in this class will prepare me for doing real negations in my professional career after college. I have always had a passion for business and I can't wait to see hoe my love of rat grows with this class. 
Read more

Negotiation Tactics

One tactic that I used in last weeks negotiations was probing/testing. This tactic is a very common tactic that someone can use to gather any additional and possibly hidden information during a negotiation. I used this tactic during the car sale negation. I used by asking the seller of the car equations to see if there was anything wrong with the car that was not listed on the add or that they were trying to hide. It went well considering that I dint think there would be any additional things that were wrong with the car, besides what was listed on the add for it. This is definitely a tactic that I will use in my future negotiations because I feel that it is the best way to get the most information.  Another tactic that I used was the Salami tactic, I used this in the Excalibur negotiation. The salami tactic revolves around layers and working on one element at a time until you have gone over everything. There was a lot of factors for both parties involved in that negotiation, so fo...
Read more