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The human and relational factor, which is difficult to transcribe into a standard procedure.
An abandonment of the long – term in the favor of the short term, generally because short
term is increasingly favored to point pressure felt by companies, and certain negotiation
practices are aggressive and dishonest, even if this is to the detriment of the long term.
Furthermore, some companies do not hesitate to lie or to use threats during negotiations.
During a negotiation, otherwise we should make a distinction between strategy, tactics
and negotiation techniques Strategy consist in determining the general issue at stake in
general terms. This is the official objective to be achieved once we are out of negotiation.
First strategy, intransigence. You hold your initial position without ever backing down on
anything and until the other side agrees. An interesting fact that this strategy was used by
Margaret Thatcher in England, ordinarily against the strikers. The aim is to make the other side
bend under pressure: either the other side accepts the proposal or there is no agreement. This
strategy will be helpful for whoever leads this strategy and it can work, or the forces are balanced
and, unless there is a stroke of luck, it is unlikely to succeed.
Second strategy: systematic concessions. This strategy consists in accepting the demands of
the other side, usually without asking for anything in return. It is important to point that this
strategy will work in the case if we are subjected to a balance of power. But this is not a real
negotiation because you accept everything.
Last one type of strategy is semi – cooperation it is a kind of competition that not succeed
when the protagonists want to find a solution, because there is a common purpose, which can be
to fight against very aggressive competitors. One of the factors that can help you to maintain this
semi – cooperative mode is to define, express and make the parties to accept a point of
convergence between the parties, and this point of convergence will be recalled when it is felt
that negotiation in a “competition” strategy could appear. [2]
In my opinion competition is the default negotiation strategy. I feel this way for several
reasons one of it and the most important is the positive relationships that you may have between
the parties. So, the most reasonable will be cooperative strategy.
Once we discussed the strategy that has been chosen: competition, cooperation or semi –
cooperation, we have to choose negotiation tactics. First one is named the tactic of point – by-
point negotiation. This kind of negotiation tactic is divided into two different ways: either one
negotiate point by point, or negotiate comprehensively, taking all the points to be negotiated as
whole. First one negotiation involves negotiating each point one after the other and only moving
to the next negotiating point has been agreed to by everyone.
Negotiation techniques are the way that you will manage the face-to-face interaction to
achieve a very short term result. It really important to know all and to choose that is most
appropriate for us. Knowing them will help you to negotiate better understanding of what the
other side is doing when they negotiate with you.
First one retain and perceive factual information, [3] this mean that you will provide
something factually to show the other side your proposal and certainly it should be accepted. It is
important to point bibliographic reference; it will be considered as a proof that you give. For
instance: you can say: “A Transgaz Group study published in April 2020 showed that west part
grows up sales with 15% which will allow possibility to sustain east part.” Subsequently it is
essential to justify an external and recognized source of information. Sometimes interlocutor will
try to inquire source of information and your proposal may be rejected. Despite you can say “We
made an overlook west part grows up with 15% which will allow possibility to sustain east part”,
but information is not credible because you generate it. People will that you have to do say:
“Sorry, it is not my cup of tea”.
This negotiation technique works well if you bring a real added value to your interlocutor,
because the quasi-scientific proof that you are going to bring could reassure him.
Sympathy it is not only personal characteristic but also a negotiation technique. Otherwise,
your interlocutor will accept things just because he likes you and find you sympathetic, and he
will work will you just because you are more sympathetic whereas someone is less.
Mainly the next time you enter into negotiation for the first time, try to find common points with
other negotiator and get them to talk about subjects they are passionate about. In particular, find
out about social networks and find out what they like to talk about: talk about NASCAR with
NASCAR enthusiasts and so on.
Furthermore, be interesting and convincing, [4] with stories not only charm it is appreciated as a
person, if the person cannot make a conversation which not attracts. You will need a strong
speech that can be structured in four parts:
1. You can start by describing factual day such as something from today.
2. Next, you must describe problem and range of subject encountered by each parties.
3. Thirdly, expose the consequences of not reaching contract.
4. Last part and hardest one especially, accepting your proposal everyone wins.
A story does not guarantee anything, but it is often much more persuasive because of it is
structure: location, problem, negative consequences if no agreement is reached, win, if other part
accept your proposal. In addition, your stories can appeal to emotional part of people and as a
result you will be able to move the negotiations in your favor.
Fourthly, use balance of power it is one of violent techniques of negotiation but you have
to decide to win at expense of the other. As can be expected you are going to put pressure on
your interlocutor. For instance, you create a stressful situation for other side before a week of
your negotiation date, [5] with letter such as: “We appreciate your collaboration with our
company, but our board decided to interrupt our team work. Naturally we will keep our
appointment for next week to explain reasons and to allow you to adapt your offer if have this
possibility”. Thus put so strong pressure on your interlocutor and is profitable in the shortest time
cases. Purpose is to make other part to accept your new conditions. When there is a great
imbalance of power, the strongest can use the balance of power to win a negotiation, but this is
not always a good calculation in the very long term.
Overall, try to be as factual possible, be charming, be interesting and convincing. If you are
overwhelmed with information, take the time to make it your own and do not decide with your
head down. In a negotiation, each of the parties hides important elements so that they can use
them in the negotiation.
[1] Dr Philipe Massol, Negotiation (techniques) The fundamental principles, ed. SmartOwl.
[2] Ibidem.
[3] https://www.huthwaiteinternational.com/horizons/top-10-myths-in-negotiation
[4] https://www.pon.harvard.edu/daily/negotiation-skills-daily/famous-negotiators-feature-in-
top-negotiations-of-2012/
[5] https://www.pon.harvard.edu/daily/negotiation-skills-daily/5-good-negotiation-techniques/
[6]https://www.cips.org/supply-management/opinion/2014/february/manipulation-a-useful-or-
unscrupulous-negotiation-tactic/