Negotiation - Aditya Wardana x40

8/9/2019 Negotiation - Aditya Wardana x40

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Aditya Kusumapriandana

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Strategic Negotiation X-40

Week 5

Fisher R and Ury W. (1991), Chap 1-6.

The concept of Getting To Yes: Agree.

GTY concept is helping us to get the best result from negotiation. It will help us to get our goals.

Negotiating will be better if we know the opponents objectives, goals, and perspectives.

Bazerman (1992), chap 9-11.

Why do you need a rational framework for negotiation?

y To evaluate all partys alternatives

y To understand the integrative and distributive components of negotiation

y To reach win-win solutions and the best agreement.

How do you prepare yourself to be rational negotiator before your negotiate?

y Build trust and share information

y Ask questions to get information.

y Give away some information

y Use different time references.

y Consider adding issues.




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Week 6 (Common Mistakes in Negotiation)

Irrational Escalation

What factors do influence the irrational escalation of commitment?How to prevent the bias?

Irrational escalation is continuing a previously selected course of action beyond what rational

analysis would recommend.

The factors that influence it are:

y Loss negotiation focus

y Wrong perceptions of goals

y Uncertain future is more popular than the certain loss of concession

To prevent the bias:

y Search data that support your decision.

y Confirming the data

y Anticipate opponents movements

y Check the perceptions before making judgments or decision.

y Do not pushing opponents

Mythical Fixed Pie

What does the Mythical Fixed Pie over look integrated approach in negotiation?

The mind-set of the mythical fixed-pie is what is good for the other side must be bad for us

perceptions, which is common and basically wrong. Integrative approach is a must for a better

agreement since the fixed-pie leads to the most competitive situations as win-lose.

What factors do influence the Mythical Fixed Pie? How to prevent the bias?

Mythical Fixed Pie exists when:

y The players use a zero sum game mindset

y Desire to dominating the negotiation

y Bargaining over position

y High competitiveness

To prevent the bias:

y Less self-subjectivity

y Focus on interest




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Anchoring & Adjustment

What are the dangers of anchoring & adjustment? How to minimize it?

Anchoring & adjustment can lead to a negotiation that not based on information and data that result

in wrong decision. Besides that anchoring & adjustment will hold back integrative approach.

To minimize it, the negotiators should:

y Bind the information and not to give excessive weight to opponents too early.

y Not to legitimize an unacceptable initial offer by making a counteroffer.

y Make a preparation before negotiate.

y Be flexible.

y Make a BATNA

Framing

How to overcome the Framing Bias?

Less subjectivity

y Make sure that you also consider what you can gain.

y Try to present information.

y Strive to frame suggestions.

Winner Curse

Why does the winner curse happen? How to overcome it?

y Dominant strategy condition

y Imbalance information

y Limited information

To overcome:

y Develop or borrow the expertise.

y Built trust

y Relationship

y Q uality assurance

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Negotiation - Aditya Wardana x40