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Distributive vs. Integrative Bargaining

Distributive IntegrativeCharacteristics Bargaining Bargaining

Available resources:

Primary MINDSET:

Primary interests:

View of relationships:

Fixed amount ofresources to be divided

I win, you lose

Opposed to each other

Short term

Variable amount ofresources to be divided

I win, you win

Convergentwith each other

Long term

Negotiation Styles

Interest in helping the other party to achieve its goals

Interest in achieving OW

N goals

Compromising

CollaborationCompetition

AccommodationAvoidance

LowLow

High

High

Principled Negotiation: “Getting to Yes” Separate the people from the problem

Perceive yourself working side by side with the other party to resolve the issue

Resist the temptation to “attack” people

Physically/actually sit on the same side of the tableTogether we can attack this problem

Principled Negotiation: Reaching Agreement, Without Giving In

Focus on interests, not positionsDo you know your interests?

Identify and value your sides interestsRanking process is one way to start

Consult with team to help valuation process

Create options Specify mutual benefits

Work together to develop solution

First create possible solutions, do not judge them in this step

Talk about their choices

Facilitate their decision making Problem

Assessment

Options

Actions

Insist on objective criteria

Search for a standard such as market value, expert opinion, lawThis way, neither party is “giving in” to

the other and a fair agreement is possible

We are asking for $20,000 in feesHow did you arrive at that figure?Is it supported by market data?

“Put on a happy face”Your smile is often replied by the other

sidePositive feelings and behaviorsFinding trade-offsOffering concessions

Expressed emotion

Concessions

Find an issue of lower value to you and offer a concession on that issueOther party will typically reciprocate

Contingent concessionsI can give here if you can work with me

on another issue

• High self-esteem and good Emotional Intelligence,• Believe that they will succeed.• Self-motivation remain motivated and believe in yourself

and your ideas understand how your audience thinks.• Empathy, and good Listening Skills, Active Listening• Build rapport; people like those who take time to become

a friend, helps to build trust• Very good Communication Skills• Being organised. do your homework, know your

audience and know your subject.

Successful negotiator

Be careful about

•Thinking that you are better at persuasion than you are, see where your skills

need to be improved.

•Trying too hard to persuade. Seeming too keen probably puts people off faster

than anything else.

•Failing to put in the effort required to get what you want. Nothing, or at least not

much, is free in this world.

•Talking too much. Stop, and just listen to the people you need to persuade.

•Providing too much information, which just confuses people, and makes them

think you are trying to blind them with science.

•Getting desperate. Like insincerity, people can spot fear at a distance, and

don’t like it.

Be careful about

•Being afraid of rejection. This can even stop people from

trying to persuade in extreme cases.

•Not being prepared. Your audience will see through you, and

will think that you value your time more highly than theirs.

•Making assumptions about your audience, and then not being

prepared to reassess when new evidence emerges.

•Forgetting that the whole conversation is important. You need

to engage in order to persuade, right from the beginning

Thank you