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What are some advanced negotiation techniques and when to use them?

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Arturo Mauricio-Gonzalez

Cruise Travel Advisor || Sales || Account Manager || Interpersonal Relationships Development || Driving Brand Success…
Mary-kate Grohoski

People Strategy | ?? Success comes from ?? creativity and ?? teamwork | 10+ years in arts & culture | Onboarding | Data…
Jesse S. Wells

Alternative Assets at Brown Advisory

1 The BATNA

The BATNA stands for the best alternative to a negotiated agreement. It is the most favorable option that you have if the negotiation fails or no agreement is reached. Knowing your BATNA can help you set realistic expectations, avoid settling for less, and walk away from a bad deal. You can also use your BATNA to strengthen your position and leverage, by communicating it to the other party or implying that you have other options. However, you should not reveal your BATNA too early or too explicitly, as it might backfire or damage the relationship.

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2 The ZOPA

The ZOPA stands for the zone of possible agreement. It is the range of outcomes that both parties are willing to accept, given their interests, preferences, and constraints. Finding the ZOPA can help you identify the potential for a win-win solution, where both parties can benefit from the agreement. You can use the ZOPA to explore different options, trade-offs, and concessions, and to avoid impasse or deadlock. However, you should not assume that the ZOPA is fixed or obvious, as it might change or expand depending on the information, creativity, and trust involved.

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3 The Anchor

The anchor is the first offer or proposal that is made in a negotiation. It can have a significant impact on the subsequent negotiation process and outcome, as it can set the tone, expectations, and reference point for the parties. Using the anchor can help you influence the other party's perception of the value, fairness, and feasibility of the deal. You can use the anchor to make a bold or aggressive offer, or to counter a low or high offer, depending on your strategy and situation. However, you should not rely on the anchor alone, as it might be rejected, ignored, or countered by the other party.

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Alice Frankel

Ex-Tech, Recruiter at Google
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Anchoring: Setting an extreme or aggressive opening offer as an anchor can influence the perception of value and frame the negotiation in your favor. By making a bold proposal, you can shift the negotiation range towards more favorable terms.

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4 The Framing

The framing is the way that you present or describe the negotiation issue, problem, or solution. It can affect how the other party perceives, interprets, and evaluates the situation, and how they respond to your arguments, proposals, and requests. Using the framing can help you shape the narrative, emphasize the benefits, and appeal to the emotions of the other party. You can use the framing to highlight the positive or negative aspects of the deal, or to emphasize the common or conflicting interests of the parties, depending on your objective and approach. However, you should not use the framing to manipulate, deceive, or coerce the other party, as it might backfire or harm the relationship.

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Kierstyn Ferreira

Site Development Specialist, New Tower Builds at SBA Communications | Certified Project Manager | M.B.A.
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This technique commonly found in the psychology field can be an integral element to successful negotiations. When we “re-frame”, or shift, the way an individual views the meaning of an idea then their thought process and, most importantly, their behavior can change along with it. In the end, that behavior change can mean the execution of a contract that just minutes or hours before you thought, “this is not going to work”. As someone with a psychology degree, techniques from the field and related disciplines can be invaluable to successfully negotiating contracts. The skills learned by taking a simple course in emotional intelligence or human behavior are extremely transferrable when it comes to contract negotiation and management.

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5 The Questioning

The questioning is the skill of asking effective and strategic questions in a negotiation. It can help you gather information, clarify assumptions, test hypotheses, and uncover needs, interests, and motivations of the other party. Using the questioning can help you understand the situation, build rapport, and create value. You can use the questioning to ask open-ended or closed-ended questions, probing or challenging questions, hypothetical or alternative questions, depending on your purpose and intention. However, you should not use the questioning to interrogate, intimidate, or offend the other party, as it might create resistance or hostility.

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6 The Listening

The listening is the skill of paying attention and showing interest in what the other party says and does in a negotiation. It can help you learn, empathize, and acknowledge the other party's perspective, feelings, and concerns. Using the listening can help you improve the communication, trust, and cooperation. You can use the listening to show active or passive listening, reflective or summarizing listening, supportive or critical listening, depending on your goal and attitude. However, you should not use the listening to pretend, interrupt, or judge the other party, as it might undermine the dialogue or rapport.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ziad Ghaith, Ph.D., MBA, CITP?

Economics | Public Policy
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Based on my experience, I have come to realize that real-world negotiations rarely have a clear-cut winner or loser. Instead, achieving success in negotiations typically involves finding a middle ground through compromise, particularly when there is a balance of power between the parties involved. Effective negotiators approach problems with an open mind, striving to reach consensus and establish trust. They demonstrate flexibility and adaptability throughout the negotiation process, aiming to achieve alignment and mutual satisfaction.

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Sathi - Creative Decision Officer

Author of 'AI as ART', 'AI.inc' and 'Knowingly', founder of learn108.com
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Win-win is more of lose-win and win-lose, where one has to recognize what they and the other party are going to lose, because negotiation is more about losing than winning, so this idea of win-win undermines the complex world of negotiation. Every decision, if one looks at it very closely, is negotiation, and is an opportunity to practice negotiation techniques, on one's own.

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What are some advanced negotiation techniques and when to use them?

1

2

3

4

5

6

7

1 The BATNA

2 The ZOPA

3 The Anchor

4 The Framing

5 The Questioning

6 The Listening

7 Here’s what else to consider

Interpersonal Skills

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What are some advanced negotiation techniques and when to use them?

1

2

3

4

5

6

7

1 The BATNA

2 The ZOPA

3 The Anchor

4 The Framing

5 The Questioning

6 The Listening

7 Here’s what else to consider

Interpersonal Skills

给文章评分

感谢您的反馈

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