CONVENTIONAL NEGOTIATION VERSUS “GETTING MORE” 8
6. Trade things you value unequally. “All people value things unequally. First find out what each party cares and doesn’t care about, big and small, tangible and intangible, in the deal or outside the deal, rational and emotional”, explains Diamond (2010). This has been an area that I often overlook. Just because I want something doesn’t automatically mean the situation needs to be competitive. The other person may actually be completely uninterested in the thing you desire. This was demonstrated by the Pakistani Prunes exercise. Negotiation expert Dawson (1999), explains a similar situation involving an orange, “Two people have one orange. They assume …show more content…
It does mean being honest, being real.” (Diamond, 2010) . I learned this lesson the hard way in a previous relationship. Losing credibility is near impossible to recover from which can be devastating in ongoing relationships. This concept is supported by the literature from this class. Similarly to the last strategy, ethics are relevant in this case. For example, an example of a hard bargaining tactic is described by Mark Chupp as follows: “Start extreme, concede slowly; manipulate intentions, resource and goals; resist persuasion. Perceived as logical, step-wise progression.” (Armster & Amstutz, 2008) This would be highly manipulative and thus frowned …show more content…
Furthermore, he uses broad skill areas or application areas. For example, the first eight chapters focus on various strategies such as “Trading Items of Unequal Value”, “Emotions”, and “Dealing with Cultural Differences”. The latter chapters each focus on different realms of our lives where these skills can be applied and how such as, work, relationships and travel. The literature somewhat supports these headings as being most important. A major difference, however, is the lack of attention paid to defining types of negotiations. For example, as mentioned earlier, distributive bargaining and integrative negotiation are a major part of conventional negotiation techniques. Also, power is another entire chapter with a detailed descriptions (Lewicki et al.,
6. Trade things you value unequally. “All people value things unequally. First find out what each party cares and doesn’t care about, big and small, tangible and intangible, in the deal or outside the deal, rational and emotional”, explains Diamond (2010). This has been an area that I often overlook. Just because I want something doesn’t automatically mean the situation needs to be competitive. The other person may actually be completely uninterested in the thing you desire. This was demonstrated by the Pakistani Prunes exercise. Negotiation expert Dawson (1999), explains a similar situation involving an orange, “Two people have one orange. They assume …show more content…
It does mean being honest, being real.” (Diamond, 2010) . I learned this lesson the hard way in a previous relationship. Losing credibility is near impossible to recover from which can be devastating in ongoing relationships. This concept is supported by the literature from this class. Similarly to the last strategy, ethics are relevant in this case. For example, an example of a hard bargaining tactic is described by Mark Chupp as follows: “Start extreme, concede slowly; manipulate intentions, resource and goals; resist persuasion. Perceived as logical, step-wise progression.” (Armster & Amstutz, 2008) This would be highly manipulative and thus frowned …show more content…
Furthermore, he uses broad skill areas or application areas. For example, the first eight chapters focus on various strategies such as “Trading Items of Unequal Value”, “Emotions”, and “Dealing with Cultural Differences”. The latter chapters each focus on different realms of our lives where these skills can be applied and how such as, work, relationships and travel. The literature somewhat supports these headings as being most important. A major difference, however, is the lack of attention paid to defining types of negotiations. For example, as mentioned earlier, distributive bargaining and integrative negotiation are a major part of conventional negotiation techniques. Also, power is another entire chapter with a detailed descriptions (Lewicki et al.,