You can create value in negotiations by engaging in the cooperative process of integrative or interest-based bargaining.  Below are some tips for creating value in a zero sum game:

• The parties find ways to increase the amount of beneficial goods (what they want or what will improve their situation) that will be divided up. This can be called “joint value” or “joint gains” because these new developments are considered improvements by both parties.
• To create value you need to focus on the interests of the parties. Why do they want what they want?
• By sharing information and openly communicating with each another the parties can find shared interests and create joint value.
• Creating joint value makes it more likely both sides will obtain something they seek from the negotiations, making it a “win-win” solution.

You use competitive tactics to convince the other party he wants what you’re offering much more than you want what he has to offer. Tactics for “winning” at distributive negotiation include,

• Starting very high or very low,
• Conceding slowly to make it appear you’re giving in to the other party,
• Exaggerating your concessions,
• Minimizing the value of the other party’s concessions,
• Hiding information,
• Arguing forcefully for principles that support favorable settlements,
• Commit only to accept highly favorable agreements, and
• Being willing to outwait the other party.

Read original article


Tags: