WCM 510_8-1 assignmentNegotiation Tactics and Strategies_JamieButler

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8-1 Negotiation Tactics and Strategies 1 8-1 Negotiation Tactics and Strategies Jamie Butler Southern New Hampshire University

8-1 Negotiation Tactics and Strategies 2 8-1 Negotiation Tactics and Strategies Define the Contrast Principle By contrasting your ideas with less desirable options, you may use the contrast principle to help you present them in a way that will persuade your team and make them more appealing (Executive Management, 2023). Given her dedication and hard work, Alice at Netflix ought to be able to maintain her position there. Sharon won't need to hire a new worker if Alice continues to work there. Alice may feel more relaxed and forthcoming with Sharon if she employs the appropriate overt and tacit communication techniques. Then, Alice and Sharon can find themselves in a situation where everyone wins. Two Potential Negotiating Tactics Starting the negotiation process with a discussion on her PIP is one negotiating strategy. Asking Alice questions about her PIP is a great idea for Sharon. She could ask her, “Can you explain how your performance has increased since being on your PIP?" This is a perfect question as yes or no questions should be avoided (Shonk, 2023). The question allows Alice to give a detailed response and will help lead to one of the win-win possibilities which is for Alice to stay with Netflix and improve her performance. Another negotiating tactic would be if Sharon could initiate contact by making the initial offer. Alice would have the option of taking a new job in a different department or finishing her PIP and staying in her existing role. Sharon takes the lead in the negotiation and creates the opportunity for counteroffers based on her first offer. Sharon may have a significant edge in a negotiation by initiating the initial offer and influencing the conversation in her favor (Shonk, 2023). There's still a chance that this will end out win-win.

8-1 Negotiation Tactics and Strategies 3 Value Because most negotiating strategies result in a win-win situation, they are valuable. Because of the strategies being employed, Sharon will be able to steer the conversation. Furthermore, by applying the contrast principle, Sharon will be able to "influence" Alice into providing the responses that she needs. Given that it will benefit them both, Alice and Sharon should have a win-win solution. In order to get a win-win outcome or to establish a scenario where both sides benefit, it is imperative that negotiating parties possess effective negotiating strategies. The negotiation's conclusion can be advantageous to one of the parties or advantageous to all of them (CFI Team, 2023). Reasons It is more probable that Alice and Sharon will come out on top in the end if they use the gambits that have been described. If Sharon can use these gambits in addition to overt and implicit communication, the conversation will be successful. Putting Alice's comfort first during the negotiation will make her more open and responsive to Sharon. Furthermore, Alice will start to feel that there are only two options accessible to her during the negotiation process, which will encourage her to select the better option. Extra Sources According to Nancy Duarte, "People are drawn to contrast because it is all around them in life." "It is your responsibility as a communicator to create and resolve tension through contrast," she continues. Similar to how a battery's opposing poles produce energy, the distinction between opposing concepts piques people's curiosity. Successful communicators use both their material and delivery to create contrast (Malcolm, 2018). The party will choose the superior offer because of the significant distinctions between the two given suggestions.

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8-1 Negotiation Tactics and Strategies 4 Initial proposals serve as pillars for your discussions. That person will get obsessed with them. The ultimate outcome will still be more in line with your ideal than if the buyer had made the first offer, even if compromises cause the final solution, price, or terms to diverge from the original offer (Shultz, 2023). By using her power to make the first offer in a negotiation, Sharon would be able to sway Alice and manage any counteroffers. In integrative negotiation, you may increase your gains by posing several questions that are likely to elicit insightful responses. In a negotiation, asking questions may yield a lot of useful information. However, the majority of negotiators prefer to spend the majority of their time at the table debating or defending their positions rather than sharing enough information or asking enough questions. In an attempt to close this gap, Edward W. Miles, a professor at Georgia State University, integrates research on questioning from linguistics, philosophy, law, and other disciplines in a recent article published in the Negotiation Journal. The goal is to create techniques that negotiators can use to elicit more insightful information from their opponents (Pon Staff, 2023). In conclusion, it is important for all parties to leave the negotiating table satisfied. In my personal opinion there should always be some kind of win-win outcome, no one should leave a negotiation feeling bitter. There should be some kind of resolve felt by all, not just one party having everything they want. Business negotiators know how important it is to come to a win- win agreement since there is a greater chance of a successful and long-lasting commercial partnership when both parties are happy with their agreement (Shonk, 2023).

8-1 Negotiation Tactics and Strategies 5 References Malcolm, J. (2018). Jackmalcolm.com. http://jackmalcolm.com/2013/03/use-the-contrast- principle-for-more-persuasive-communications/ Management, E. (2023, September 26). How can you use the contrast principle to influence your team? How to Influence Your Team with the Contrast Principle. https://www.linkedin.com/advice/0/how-can-you-use-contrast-principle-influence Schultz, M. (2023, August 4). Who should make the first offer in a negotiation? RAIN Group Sales Training. https://www.rainsalestraining.com/blog/who-should-make-the-first-offer-in-a- negotiation Shonk, K. (2023b, August 1). Top 10 negotiation skills. PON. https://www.pon.harvard.edu/daily/negotiation-skills-daily/top-10-negotiation-skills/ Shonk, K. (2023d, August 18). Negotiation advice: When to make the first offer in negotiation. PON. https://www.pon.harvard.edu/daily/negotiation-skills-daily/when-to-make-the-first-offer- in-negotiation/ Shonk, K. (2023c, August 11). 5 win-win negotiation strategies. PON. https://www.pon.harvard.edu/daily/win-win-daily/5-win-win-negotiation-strategies/ Staff, P. (2023, August 25). Ask better negotiation questions. https://www.pon.harvard.edu/daily/negotiation-skills-daily/ask-better-questions-in-negotiation- nb/ Team, C. (2023, October 16). Negotiation tactics. Corporate Finance Institute. https://corporatefinanceinstitute.com/resources/management/negotiation-tactics/

WCM 510_8-1 assignmentNegotiation Tactics and Strategies_JamieButler

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