Negotiation context:

WHAT KIND OF

NEGOTIATOR ARE YOU?

Associate Professor, Tomislav Galović PhD

Business negotiation

LEARNING OUTCOMES

Upon completion of the course, the student will be able to:

1. Specify and define the basic concepts and elements of the business negotiation process, identifythe of negotiation sub-processes, recognize the context of negotiations and determinerelationships in negotiation and define, compare and differentiate the principles and techniquesof business negotiation

2. Identify the basic characteristics of the negotiation situation and identify obstacles in negotiationand negotiating skills, discuss about negotiation power, differences in negotiation skills and be ableto predict use power in business negotiations and classify, properly define and implement businessnegotiations strategies

3. Differentiate, identify and compare business and negotiation tactics, recognize the importance ofcommunication skills in business negotiations, discuss about ethics and culture in businessnegotiations and identify and consider the specifics of international and intercultural negotiation

LEARNING OBJECTIVES

Student will be able to:

Identify types of negotiators, strategy and retoricalapproach;

Prepare how to deal with different types ofnegotiators;

Analyze their own advantages and limitations withinnegotiation process

Negotiating types:

Interest-based negotiation: Principle negotiation

Position-based negotiation: Hard & Soft negotiation

The three Types of Negotiators

HARD PRINCIPLE-BASED SOFT

Principle-based negotiator

Rational consumption of time, energyand resources

The widest possible solution

Operating solutions and long term business relationships

An adequate agreement

Good interpersonal relationships

Unplanned and unexpected mutually agreed solutions

Reliability of implementation of the solution

PRINCIPLE-BASED

Hard negotiator

The widest solutions are absent

because there is no common

creative work

Long-term business interests and

cooperation - are endangered

Adequate agreement - is not a goal

Unplanned solutions in the interest of

both - very rare

Trusted implementation of the

agreement - no guarantee, because

there is no mutual trustHARD

Soft negotiator

Good interpersonal relationships

Long-term business relations

Agreement of anyvalue

SOFT

Interest-Based Negotiation

At the same time, hard and flexible bargaining

In an interest-based negotiation, negotiators are looking for the things that both parties can get, and through which they can individually get what they deserve

Maintaining a good relationship with a person

Righteous to the opposite side

Interest on both sides is taken into account

Helping with less expense

Lowering Small Things (Bargain, Trading)

POSITION BASED NEGOTIATORS: SOFT NEGOTIATORS

Within the negotiating concept, there are two types of negotiators:

„Soft" negotiators: they want to adapt to the other side only to resolve the question of negotiation

Insufficient hardness and insistence to cover their own needs

Great tolerance to other needs and demands effects:

The most common agreement at the expense of the soft negotiator is to maintain good relations

POSITION BASED NEGOTIATORS: HARD NEGOTIATORS

Within the negotiating concept, there are two types of negotiators:

"Hard" negotiators: strongly defend what they want to get, they are not far

from their position

Protect your position - get a lot, lose a little.

Toughness

One way to meet your needs

Using tactics

Effects: There`re no common solutions

Hard Negotiator

Soft Negotiator

Cooperation

Collaborative style

It is about mutual obedience to parties - closer to the negotiation of interests

Bargaining - giving / collaborative style - Give / Get

People

Separate people from problems

People involved in negotiations are not machines - they all have different feelings, different thinking about the same things, different perceptions and different ways of communicating.

It is necessary for the negotiators to perceive themselves as a team working together to solve the problem: they attack the problem, not each other

Interest/Position

Separate positions of interest

Why separate positions of interest? Because it is always a matter of negotiation meeting the satisfaction of certain interests. The negotiator's position only hampers the issue of interest that is actually being negotiated

If the negotiators only hold the position, they will forget the motives that led to such positions

At the same time, focusing on interests makes it easier to find creative solutions that really solve the problem

Options for the resolutions of a negotiation

Create as many options as possible before deciding

In actual negotiations, negotiators are in a stressful situation, which means they can face problems when it comes to designing optimal negotiation solutions.

In order to facilitate this work it is useful for negotiators to separate during the negotiations a special time to explore potential solutions that involve joint and creative reconciliation of different interests

NEGOTIATION

STYLES

Do not enter intonegotiation in the same way:

Every negotiator is different - changing circumstances

Need to adapt your style - be flexible

WHAT HAVE WE LEARNED?

How precisely identify types of negotiators, strategy and theirretorical approach;

How to prepare while communicating with different types ofnegotiators;

How to identify own advantages and limitations withinnegotiation process.

Thank you for attention!