Competitive Negotiation

by Unre Visagie

Competitive approach to win-win negotiation
Chapter 6
p.7
OK, now when do I use the competitive approach to Win-Win negotiations.
In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.
In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.
Win-Win Agreement
1. Begin with a plausible demand or offer
2. Frame the outcome of the demand or offer in positive terms
3. Keep issues and concessions linked
4. Be patient
5. Know when to quit, have your BATNA ready
6. Use impasse breakers
Try an “If-then” agreement
Get the group focussed on a common goal
Invite criticism of ideas instead of defending them
Make a “Last and Final offer”
7. Use a deadline
8. Make small concessions gradually
9. Establish an appeal to legitimacy
Don’t leave before all agreements and concessions are on pape

Competitive approach to win-win negotiation

Chapter 6 p.7

w&t_question

I Ask

OK, now when do I use the competitive approach to Win-Win negotiations?

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I Answer

In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.

In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.

Win-Win Agreement

  1. Start with a plausible demand or offer
  2. Frame the outcome of the demand or offer in positive terms
  3. Keep issues and concessions linked
  4. Be patient
  5. Know when to quit, have your BATNA (fall-back position or best alternative to a negotiated agreement) ready
  6. Use impasse breakers
    • Try an “If-then” agreement
    • Invite criticism of ideas instead of defending them
    • Make a “Last and Final offer”
  7. Use a deadline
  8. Make small concessions gradually
  9. Establish an appeal to legitimacy

w&t_ch6_v_competitive_approach_to_win_win_negotiation

w&t_elephant

I Advise

Don’t leave before all agreements and concessions are on paper.

About Unre Visagie
I am a master coach with 30 years of career and business coaching experience. I have built and sold many of my own multi-million dollar companies. I have always built my companies based on the principle of successful people make a successful company. I invest in people. As your coach you get 30 years of experience to help you do the work you love and earn the salary you want.

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