(Solved Homework): Sometimes in negotiations you are trying to establish a more cooperative environment…

Sometimes in negotiations you are trying to establish a more cooperative environment in a situation that is initially somewhat distributive or adversarial. It is not an unusual tactic in negotiations for the parties to initially embellish or overstate their “concerns” with issues or proposals that are presented. More realistic interpretations can be determined through discussions occurring throughout negotiations and rapport has been established between the parties. What do you think are some of the “clues” that negotiators can pick up on to determine that an issue or proposal may not be as important as initially represented by the other party?

Expert Answer

Before starting our negotiations with the other party , we need to do our homework. First, all the stakeholders in our company who has a relationship to that proposal have to be consulted. A thorough list of what are our expectations from the proposal have to be noted down. Once the list of expectation is ready, prioritize them. You might be okay even if few least priority expectations are not met. So, it’s very important to have a clear understanding of the expectations and their priorities.

The other party tends to present the proposal in a bigger view when the proposal is not that important. When the proposal is presented so, it might appear to be a value addition. It is always important to get into the tiniest detail possible. Whatever the proposal is, try to understand how it applies to your problem. Some features of the proposal might be totally irrelevant to us. Match the expectation sheet prepared by you earlier with the proposal being made. Try to understand how each expectation can be met by the proposal before you. When this analysis is done you would be easily able to determine if the proposal is important or not.

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When other party says that he can achieve an expectation, don’t forget to understand how it is going to be met.

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