Negotiation Strategies

Strategies are guiding principles for actions and are designed for the whole negotiation or at least large parts thereof. They are usually formulated in general terms so that they require further development by means of adequate tactics to be applied in negotiations. The Harvard negotiation concept is a comprehensive and general concept and accordingly summarises various strategies.

•\ Blockade strategy •\ Boulwarism

•\ Generous tit for tat (GTFT) •\ Negotiauction

•\ Soft bargaining

•\ This will hurt you more than it will hurt me •\ Win-lose strategy

•\ Win-win strategy

Preparation ofNegotiations

Good preparation is essential for the success of negotiations. The corresponding key notions are listed in the following overview. Negotiation exercises (see under improving negotiation skills) are also part of the negotiation preparation process and likewise certain auxiliary means (see under auxiliary means), e.g. determining the BATNA. Repetitions in the lists occur due to the fact that certain steps in the preparation procedure, e.g. gathering of information, are not only conducted in the preparation of the negotiation, but rather play an important role throughout the whole negotiation.

•\ 80-20-rule

•\ Advocatus diaboli •\ Agenda

•\ Ambitious target price setting •\ Annotations

•\ Aspiration point •\ Back office

•\ BATNA (best alternative to a negotiated agreement) •\ Chit-chat

•\ Cui bono

•\ Deal-breaker

•\ Information demand analysis •\ Information procurement

•\ Know your target

•\ Missing the big picture •\ Multi-person BATNA •\ Negotiation phases

•\ Traffic light systems

Solutions andCompromises

Finding common solutions and compromises is an essential part of negotiations. There is a certain overlap with the terms listed under negotiation techniques (see under negotiation techniques), which is why the iterated terms are not included in the following list.

•\ BAFO (Best and final Offer) •\ Building a golden bridge

•\ Change the negotiator •\ DDD approach

•\ FC approach

•\ Final offer arbitration (FOA) •\ Flip a coin

•\ Developing the negotiation partners’ ideas •\ Incomplete solutions

•\ Logrolling •\ MESO

•\ Negotiation pie

•\ Non-linear-compromises •\ Orange example

•\ Pareto optimum

•\ Split the difference

•\ ZOPA (Zone of possible agreement)

Time

Time is an essential factor in negotiations. For example, diverse tactics rely on time-­ related factors. Hereinafter all relevant terms broadly linked to the factor time, are listed:

•\ Agenda

•\ Calculated delay

•\ Change the negotiator •\ Deadline

•\ False deadline •\ Go for a walk