International Negotiation
What is communication during a negotiation? * Not about negotiator preferences * Blend of integrative verse distributive content varies as a function of the issues being discussed * Content of communication is only partly responsible for negotiation outcomes
FIVE CETEGORIES OF COMMUNICATION
1. Offers, counteroffers, and motives * Important communication in negotiation Convey offers and counteroffers * Bargainers preferences exhibit rational behavior by acting in accordance with those preferences * Preferences underling motivations powerful influence * Communication Framework 1. The communication of offers is a dynamic process (the offers change or shift over time) 2. The offer process is interactive (bargainers influence each other) 3. Various internal and external factors drive the interactions (time limitations) * Process constantly revises the parameters of negotiation * Narrowing the bargaining range and guiding the discussion towards a settlement point
Power point
* Offers, counteroffers, and motives * Affiliation motive vs. power motives
2. Information about Alternative * Important sharing information with other party influence the negotiation process * Existence of a BATNA changes several things in a negotiation 1) Compared to negotiators without attractive BATNAS, negotiators with attractive BATNAs set higher reservation prices for themselves than their counterparts did 2) Negotiators whose counterparts have attractive BATNAs set lower reservation points for themselves; and 3) When both parties are aware of the attractive BATNA that one of the negotiators has, that negotiator receives a more positive negotiation outcome * Negotiators with attractive BATNA should tell the other party about it if they expect to receive its full benefits * Style and tone used to convey information about an attractive BATNA matters * Waving good BATNA in
FIVE CETEGORIES OF COMMUNICATION
1. Offers, counteroffers, and motives * Important communication in negotiation Convey offers and counteroffers * Bargainers preferences exhibit rational behavior by acting in accordance with those preferences * Preferences underling motivations powerful influence * Communication Framework 1. The communication of offers is a dynamic process (the offers change or shift over time) 2. The offer process is interactive (bargainers influence each other) 3. Various internal and external factors drive the interactions (time limitations) * Process constantly revises the parameters of negotiation * Narrowing the bargaining range and guiding the discussion towards a settlement point
Power point
* Offers, counteroffers, and motives * Affiliation motive vs. power motives
2. Information about Alternative * Important sharing information with other party influence the negotiation process * Existence of a BATNA changes several things in a negotiation 1) Compared to negotiators without attractive BATNAS, negotiators with attractive BATNAs set higher reservation prices for themselves than their counterparts did 2) Negotiators whose counterparts have attractive BATNAs set lower reservation points for themselves; and 3) When both parties are aware of the attractive BATNA that one of the negotiators has, that negotiator receives a more positive negotiation outcome * Negotiators with attractive BATNA should tell the other party about it if they expect to receive its full benefits * Style and tone used to convey information about an attractive BATNA matters * Waving good BATNA in