Negotiation is a method
by which people settle differences. It is a process by which compromise or
agreement is reached while avoiding argument and dispute. In any disagreement,
individuals understandably aim to achieve the best possible outcome for their
position (or perhaps an organisation they represent). However, the principles
of fairness, seeking mutual benefit and maintaining a relationship are the keys
to a successful outcome. There are 7 types of negotiations. It's important to
consider which type you're facing each demands a different strategy :
1.
Win-Lose
Negotiations
In game theory they call a win-lose
negotiation a zero-sum game. The vast majority of games are zero-sum. A common
analogy for a zero-sum game is dividing a pie. The pie doesn't get smaller or
bigger the players play a game to decide who gets the bigger slice. If you're
facing a win-lose negotiation focus your strategy on determining the other
party's minimum requirements (e.g. bottom price).
2.
Win-Win
Negotiations
Win-win negotiations involve
expanding the pie. For example, if two people decide to go into business
together: their partnership negotiations are win-win. One partner may win and
the other may lose. However, a win-win outcome is possible because they hope to
make money on their investment (expand the pie). Salary negotiations and
business-to-business sales can usually be considered win-win. Win-win
negotiations may be just as focused on building a bigger pie as dividing the
pie fairly. Every effort should be made to keep negotiations friendly and
constructive.
3.
Lose-Lose
Lose-Lose negotiations involve a
situation in which everyone is going to lose. Lawsuits are often lose-lose. Let's
say you leave your jacket at a restaurant coat-check and they lose it. Your
negotiations for compensation with the restaurant's manager are lose-lose. Your
not likely to get more money than the coat was worth. The restaurant also
loses. Lose-lose negotiations can quickly turn bitter and adversarial. Despite
the fact that both parties will lose it's important to try to maintain a
collaborative approach.
4.
Adversarial
Negotiations
Adversarial negotiations are highly
competitive in nature. Win-lose and lose-lose negotiations are most likely to
be adversarial. Nobody wants to lose, this tends to drive intense competition. In
some cases, win-win negotiations are also adversarial. For example, high stakes
business-to-business sales negotiations often become adversarial (customer vs
seller). In extreme cases, negotiations are adversarial because the parties
involved intensely dislike each other. In such cases, negotiators may not be
interested in winning. Instead, they may seek to maximize the losses of the
other party. Negotiations between political rivals may turn destructive in this
way. Adversarial negotiations require battle strategies.
5.
Collaborative
Negotiations
Collaborative negotiations are
creative and friendly. For example, business partnership negotiations are often
collaborative. Win-win negotiations that are expected to yield big wins tend to
be collaborative. Collaborative negotiations rely on persuasive techniques,
optimism and creativity.
6.
Multi-Party
Negotiations
Multi-Party negotiations are
complex negotiations between two or more parties. They can be extremely
challenging and may take years to complete. International treaties between
nations are often multi-party. Multi-party negotiations require advanced
diplomatic techniques.
7.
Bad
Faith Negotiation
Bad faith negotiation occurs when a
party makes commitments that they have no intention of keeping. Bad faith
negotiation is often used as a delay or diversionary tactic. For example, a
country may sign an environmental treaty with no intention of implementing it
just to relieve political pressure from its citizens. If you suspect that the
other side is negotiating in bad faith, it's time to start thinking about
penalties in your agreement.
Sources :
Tidak ada komentar:
Posting Komentar