Strategies And Tactics – Coursework Example

Discuss the Five Negotiation Strategies for Various Situations: Increments of Concessions: In any negotiation situation, there must be a concession. Under increment concessions, the negotiating parties will engage in an activity that would make other parties think that it is the best alternative of the negotiators. This would in turn make them to offer a concession that would make the negotiators achieve their real best alternative (Carrell & Heavrin, 2008). This type of strategy is normally used when an individual does not intend to create a long term relationship. It is therefore common under distributive bargaining, that touches on issues such as the price of a product.
Principle of Negotiation:
Under principle negotiations, the parties negotiating will identify and defend their true positions. This would enable the parties to the negotiating table to identify their true interests and develop a solution aimed at catering for these interests (Carrell & Heavrin, 2008). This is an example of integrative bargaining, and its aim is to create a long term relationship.
Multiple Equivalent Simultaneous Offer:
This involves the creation of a scoring system, aimed at comparing different issues, so that the best alternative can be chosen (Gates, 2011). Through this method, negotiators would write down what they want to achieve, giving each of them priorities, the objective with the highest priority would be chosen.
Economic mix strategy:
This involves the use of economic issues in negotiating. The negotiators would identify all the economic issues that are at stake, and negotiate based on the impact of the decision on the issues involved. This strategy is mostly used on a state level, or on the important actors of a given economy.
3D Negotiations
For effective negotiation to occur, there must be three elements, namely, set up, tactic and deal design. Tactic involves how to deal with people, and the process of negotiation. Deal design is the quality of the results of the negotiations (Carrell & Heavrin, 2008). Under deal design, negotiators must come up with a solution that would last. Set up involves the creation of a suitable environment to negotiate. This is an environment that is not full of hostility.
Carrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper
Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.
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Gates, S. (2011). The Negotiation Book: Your Definitive Guide To Successful Negotiating.
Hoboken: John Wiley & Sons.
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