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Chapter 2: A Versatile Frame of Mind

Those using cooperative strategies achieve high mutual gain. | Chapter 2 A Versatile Frame of Mind Outline Approaches to Negotiation Distributive negotiation Integrative negotiation Dangers of Assumptions Importance of sensemaking Identifying rules of engagement Use of Questions Awareness of the Environment Importance of Language Identifying “Moves” of Interaction Negotiation Continuum Distributive Negotiations Integrative Negotiations Versatile Negotiations Desire to WIN Achieve Mutual Gain Which approach is best? Those using cooperative strategies achieve high mutual gain Those relying on competitive strategies achieve less Thus, negotiators should focus mainly on establishing cooperation Which approach is best? Negotiators who believe they have influence, assume a position of strength and hold firm on issues of importance Those who believe they have little influence are more likely to make greater concessions Thus, a cooperative, win-win approach is generally useful but a negotiator must also identify how much they are willing to concede in . | Chapter 2 A Versatile Frame of Mind Outline Approaches to Negotiation Distributive negotiation Integrative negotiation Dangers of Assumptions Importance of sensemaking Identifying rules of engagement Use of Questions Awareness of the Environment Importance of Language Identifying “Moves” of Interaction Negotiation Continuum Distributive Negotiations Integrative Negotiations Versatile Negotiations Desire to WIN Achieve Mutual Gain Which approach is best? Those using cooperative strategies achieve high mutual gain Those relying on competitive strategies achieve less Thus, negotiators should focus mainly on establishing cooperation Which approach is best? Negotiators who believe they have influence, assume a position of strength and hold firm on issues of importance Those who believe they have little influence are more likely to make greater concessions Thus, a cooperative, win-win approach is generally useful but a negotiator must also identify how much they are willing to concede in order to achieve the win-win The Versatile Negotiator Adopt a flexible negotiating approach – moving toward an integrative or distributive stance when necessary Prioritizes goals in order to protect the most important points but make appropriate concessions Not committed to a win-win or win-lose Win-win is preferable but sometimes will engage in a win-lose in order to achieve goals Does not measure their progress in comparison to some endpoint but stay focused in their next move and how it will affect each subsequent move Avoid Assumptions Be careful in making faulty assumptions Myth of commonality We assume people are like us Myth of disparity We assume others are different from us Skilled negotiator is a detective – skeptical of easy generalizations & alert to limitations of assumptions Sensemaking Balance between observation and action Staying in touch with context Sensemakers “act their way into an understanding of where they are, who they are and what they are doing.” Rules of .