Athens State University
Written report on Tegrity Video – Artful Negotiating by Herb Cohen with three negotiation topics referenced from textbook – Negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders - 6th edition.
After viewing the video titled, Artful Negotiating by Herb Cohen I have referenced three negotiation topics from the textbook, Negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders – 6th ed.
Though Mr. Cohen does not refer to these particular negotiation tactics specifically as they are named from the textbook the intent and desire for the particular outcome are practically identical and go hand in hand together with each other.
My first textbook reference covers when Mr. Cohen discusses what he feels are two of the most important words in effective conflict management. They are “huh”, and “wha”. By utilizing these words during negotiation they are reflective of what is discussed on page 23 in the textbook as effective conflict management strategies in the dual concerns model. Specifically, the strategy of “inaction” (also called avoiding) where an individual shows little interest or concern in whether they obtain their own outcomes, as well as little concern about whether the other party obtains his or her outcomes. Inaction is often synonymous with withdrawal or passivity; the party prefers to retreat, be silent, or do nothing.
My second reference from the textbook is when Mr. Cohen discusses while he and his wife were traveling in Italy they visited an art gallery and decided to purchase some Italian impressionist art paintings. While negotiating Mr. Cohen performs a perfect example of what is called “the nibble” on page 66 of the textbook. Mr. Cohen utilized this tactic for a small concession on a particular painting that hadn’t been discussed previously in order to close the deal. He acted as if the first painting by a particular artist was higher than what he was
References: Roy J. Lewicki, Bruce Barry, David M. Saunders, Negotiation, 6th edition (2010), McGraw Hill Publishing.