Five Basic Negotiating Strategies - Key Concepts in Negotiation

Management Courses - Mike Clayton
22 Jul 202006:06

Summary

TLDRThis video explores five negotiation strategies from Kenneth Thomas and Ralph Killman, based on assertiveness (concern for outcome) and cooperation (concern for relationship). The strategies include: competing, suitable for one-off transactions; accommodating, prioritizing long-term relationships; avoiding, for low-importance deals; compromising, where both parties give up equally for a fair result; and collaborating, where both parties contribute equally for a win-win outcome. The video emphasizes that while collaboration is often ideal, it requires significant effort, and compromise can sometimes suffice for simpler negotiations.

Takeaways

  • 🤝 The bargaining stage in negotiation involves five key strategies, based on assertiveness and cooperation, as developed by Kenneth Thomas and Ralph Killman.
  • 💪 The 'Competing' strategy is used when the outcome is more important than the relationship, often suitable for one-time transactions.
  • 🤲 The 'Accommodating' strategy prioritizes the long-term relationship over the immediate outcome, accepting less in the current deal to build future partnerships.
  • 🚫 The 'Avoiding' strategy is chosen when neither the outcome nor the relationship is of high importance, saving time for more critical negotiations.
  • ⚖️ The 'Compromising' strategy involves both parties giving up something of equal value to reach a fair and balanced agreement.
  • 🤝 The 'Collaborating' strategy, or 'win-win' approach, aims to achieve the best outcome for both parties while maintaining a strong relationship.
  • 🧩 Collaboration requires more time, effort, and commitment as both parties look for ways to contribute equally to the negotiation.
  • 💡 Compromise is seen as a fair solution when collaboration is not worth the investment of time and effort.
  • 📈 The effectiveness of each strategy depends on the importance of the outcome and the long-term relationship between the parties.
  • 🎯 Collaboration is ideal for significant negotiations but is not always appropriate; sometimes, a simpler compromise may suffice.

Q & A

  • What are the two dimensions that Kenneth Thomas and Ralph Killman use to develop their negotiation strategies?

    -The two dimensions are assertiveness (concern for the outcome) and cooperation (concern for the relationship between the parties).

  • What is the competing strategy in negotiation, and when is it appropriate to use it?

    -The competing strategy focuses on achieving the best possible outcome, often at the expense of the relationship. It is appropriate when the outcome is more important than the long-term relationship, such as in one-off transactions.

  • Why might the competing strategy not be suitable for long-term relationships?

    -Using the competing strategy in long-term relationships may harm future negotiations because if one party feels disadvantaged, they may be unwilling to negotiate in good faith again.

  • What is the accommodating strategy, and when would it be used?

    -The accommodating strategy is when one party is willing to accept less than the ideal outcome to preserve or build a long-term relationship. It’s used when the relationship is more important than the outcome.

  • How can a business use the accommodating strategy to 'buy' goodwill in negotiations?

    -A business may offer goods or services at a lower price or accept less favorable terms to establish a strong relationship with the buyer or supplier, ensuring long-term benefits.

  • In which situations would the avoidance strategy be appropriate?

    -The avoidance strategy is suitable when neither the outcome nor the relationship is important enough to justify the time and effort of negotiation. For example, purchasing from a catalog or website without negotiation.

  • What is a compromise in negotiation, and what makes it 'fair'?

    -A compromise is when both parties are willing to give something up to reach an agreement. It is considered fair when both parties feel they are giving up an equal amount.

  • How does collaboration differ from compromise in a negotiation?

    -Collaboration focuses on both parties contributing equally to achieve a mutually beneficial outcome, without giving up anything unnecessarily. In contrast, compromise involves both parties sacrificing something to reach an agreement.

  • What are the challenges associated with the collaboration strategy?

    -Collaboration requires significant time, effort, and commitment to achieve the best possible outcome for both parties. It’s a complex process and may not always be justified if a simpler compromise would suffice.

  • What is the ideal negotiation strategy according to Thomas and Killman, and why might it not always be appropriate?

    -The ideal strategy is collaboration, as it seeks a win-win outcome that benefits both parties. However, it may not always be appropriate because it requires a lot of time and effort, which may not be justified in every situation.

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Ähnliche Tags
Negotiation TipsConflict ResolutionBusiness StrategyWin-Win TacticsCompromiseCollaborationAssertivenessCooperationLeadership SkillsNegotiation Techniques
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