Strategies-and-Tactics-of-Business-Negotiation

StrategiesandTacticsofBusinessNegotiationStrategiesandTacticsStrategiesTheoverallplanusedtogainadvantageovertheopponentorachievesomeend.Thepurposeofstrategicplanningistospelloutwhathastobedonetoproduceafavorablefinalagreement.TacticsThemeansbywhichthestrategicobjectiveisachieved.Tacticsreferstothegameplaysthatmaybeusedtogainspecificadvantagesduringthecourseofthenegotiation.StrategiesOffensivestrategyBeusedtotaketheinitiativeDefensivestrategyToobserveandwaitNeutralstrategyThesellerNeutralstrategyThecorrectpositionfortheselleristorestitscaseandadoptadefensive–offensivepostureuntilsuchtimeasthebuyerisabletodemonstratetheproposalisunreasonable.Aneutralposturemeansthatthesellercantakeactiontocounter-attackthebuyerbymovingtotheoffensiveastheneedarises.Thisparticularpostureforcesthebuyerintothepositionofhavingcontinuouslytoprovethattheselleriswrong.Oncethesellersubmitshisproposal,thebuyerisconstrainedtothreeoptionsonly.EssentialquestionsKnowledgeoftherealityisessentialforstrategyselection.Readthequestionsanddecidewhatdotheyentail?Defensive,offensiveorneutralstrategy?TacticsOffensiveTacticsDefensivetacticsAskingquestionsProbingtogaininformationbeforemajorattackSpecifictoforceanadmissionbasedontheinformationgainedAttackingYes-or-noquestionsTitfortatInSino-USnegotiationonintellectualpropertyright,theUStookaveryaggressivestanceasalways.ItthreatenedChinaGATTentryblockageandeconomicsanction.TheChinesechiefnegotiatortookatitfortatstrategy.ShepointedouttheUSrefusedtorecognizeChina’sunprecedentedachievementinintellectualpropertyprotection,andattemptedtofrustrateChina’seffortstojointheorganizationemployingtheIPRissueasalever.AndthedayoftheUSannouncementofitssanctionlistwouldbethemomentofChina’sdeclarationofitsretaliationmeasures.OnDecember31,1994,merelyonehouraftertheUSrevealeditssanctionlistof$2.8billionworthofChinesegoods,Chinaannounceditsretaliationlist.Itincluded100%tariffonUS-madeelectricalgamemachines,gamecards,cassettetapes,laserdisks,cigarettes,wine,cosmeticsandotherrangeofUSgoodsimportedintotheChinesemarket;suspensionoftheapprovalofUScompaniesopeningsubsidiariesinChina.Titfortat(Cont.)OnJanuary18,1995,theUSandChinareopenedthenegotiation.OnFebruary4,theUSreduceditssanctionto$1.08billion,whilechinaremainedthesame.TheussanctionwouldbeimplementedonFebruary26,onwhichdayChina’sretaliationwouldalsogointoeffect.FinallyonthenightofthelastdayoftheUSsanctiondeadline,onFebruary26,theUSandChinaeventuallyreachedanagreementonIPRprotection,narrowlyavertingatradewar.Titfortat(Cont.)MakeafeinttotheeastandattackinthewestOnepartywilloveremphasizetheapparentimportancetohissecuringaparticularpointwhenhisrealobjectiveisthedirectopposite.CasestudyCasestudy若干年前，我国台湾劳工运动方兴未艾之际，台南某地一个机械厂打算拆迁工厂投资大陆时遇到很大的麻烦。员工拒不接受厂里提出的条件，他们态度强硬的拉起白布条，围厂静坐抗议，并提出两项要求：一是加薪30%；二是改进员工福利。并扬言资方如不妥协，大家走着看。造成员工如此坚决对抗的原因是他们担心厂里将主要资金投向大陆，员工都会被辞掉。机器是工厂的命脉，资方唯恐员工做出报复行为，因此找来一位专家，由他代表资方出面谈判。讨价还价后，劳方同意给业主一星期考虑。资方利用这段时间，积极部署，联络货柜车，货运船期，准备扭转局势。一个星期以后，双方再度磋商，资方暂且答应劳方开出的价码，并且为了显示其诚意，将于次日招待全体员工到我国台湾溪头旅游。当游览车将兴高采烈的员工送走之后，大卡车便缓缓驶入，资方很快把机器转运到大陆。四天之后，员工度假回来，工厂已空无一物，员工已失掉与资方谈判的主要筹码。而资方提出协助专业及依照劳动法遣散的做法都有理有据，一场僵持不下的劳工纠纷就这样落下帷幕。UseofcommitmentsUsenationallawsandregulations,standardnegotiatingproceduresofthecompany,instructionsfromasuperior,previousprecedentsetc,topersuadetheopponentofthetruthofthestatements.Whenthecommitmentsareofdifferentrank,thehigherwillnormallyprevail.，Discoveringinterestsand“therightanswer”A.Agreethatastateofdeadlockexists;B.Stepoutoftheroleofnegotiators;C.Studytheproblemobjectively;D.Seektherightanswer;E.Agreeontherightanswer;F.Returntotheroleofnegotiatorsandseeiftherightansweroffersacceptablesolutions.ContextualirregularitiesordiscrepanciesItisamethodofchallengingthevalidityofaproposal.Acontextualirregularityissomefactorinthenegotiationthatarousessuspicion,orappearstobeincorrect,giventheoverallcontextofthetransaction.Theterm“discrepancy”specificallyreferstoinconsistenciesassociatedwiththepricesornumbersthatappearinaseller’sproposal.Inthisway,youcanmaketheotherpartyappearunreasonable.TobeaggressiveAggressivenegotiatorsattackfrontallyandgenerally.Theyusetheotherparty’sbeliefintheirownstrengthagainstthem.OthertacticsPresentingargumentsThevalidreasonmustbeputintosomekindoforder.ThebestalternativetenderbusinessPromiseIfyoucandelivertheequipmentbyMay1st,wewillmakeanotherorderrightaway.DefensivetacticsMinimumresponseandpretendedmisunderstandingThemosteffectivedefensivetacticinnegotiationistosayjustenoughtocompeltheothersidetogoontalking.Themoretheytalk,themoretheyreveal.SilenceTroublingsilenceUsedwhenonepartyishighlyemotional,ortheirapproachisthreateningorextremelydemanding.Sometimessilenceisregardedasdisapproval;butsincenospecificdisapprovalisvoiced,itcannotbetreatedasanattack.ActiveListeningThelistenermayactuallybeabletogetaclearerpictureoftheotherparty’sideas;thedisciplineoffocusingonotheropinionscanalsogivethelistenerthechancetoreflectontheprocessandstrategy.Side-stepping美国商人麦克.麦高梅一直试图说服劳力士表厂的全球总裁安德瑞·汉纳