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Basic principles
Strategy follows the structure
Structure shapes way in which negotiations are going to be
conducted
In your case, careful analysis is needed on:
- Issues at stake
- How are the rules established, and who establishes them? Is
there some margin of manuvre to play within the rules?
- Pre-existing attitudes
- Assessment of partners respective power
22/03/2006
Basic principles
Good strategies shape the structure
you can shape the game as well as play it
Rules are influenced by actions of the participants on:
-
Organize to influence
Building coalition
Secure a support as wide as possible
First step:
1) identification of influential parties, their interests and
sources of power,
2) analysis of possible allies and potential blockers
Coalitions can also be defensive not to be cut off the deal
(agriculture negotiations)
Avoid too broad and vague goals
Multi-channel influence
Public relations, contact with the press
Be careful not to harm your coalition
Thenegotiatorsdilemma
getting big slice of a small pie or reasonable slice of a
much larger pie?
Create value
Claim value
Learn
Truthfully share
information about interests
in order to identify
opportunities to create
value
Gather accurate
information about walkaways; then use anchoring
and commitment tactics to
claim value
Shape perceptions
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Conclusion
The negotiator is a chess player
"You have to have the ability to look at the big picture
and set concrete goals. Then from those goals devise not
only the strategy, but also the tactics for achieving the
goals. It's the rare ability to combine the big things with
the small, to see the forest and the trees"
Avi Gil, Oslo Process negotiator
22/03/2006
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