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Many people don’t have Negotiation Tactics, but rather improvise their way through negotiations of any sort. Below we talk about the following aspects of Negotiation Tactics.
- The Wily Manager Model of Negotiation Tactics
- Why You Should use Negotiation Tactics
- How You Should use Negotiation Tactics
The Wily Manager Model of Negotiation Tactics
When involved negotiations, mediation, or conflict resolution, people have three interdependent needs that must be carefully considered in order to achieve agreements and decisions that will last:
- Substantive Needs:
- the material things and issues people are negotiating about.
- Emotional Needs:
- personal and emotional aspects people bring to the negotiating table.
- how people feel about what is being negotiated for.
- how people feel about themselves during and after the negotiations
- Procedural Needs:
- the opportunity to have a “fair go”.
- the process and procedures of Negotiation must be understood and agreed to.
Why You Should Use Negotiation Tactics
People often become overly-focused on what they are trying to negotiate, and forget they need to consider how negotiations are conducted.
- When we are trying to negotiate or mediate some kind of disagreement we are very often just focused on the solution … negotiating some kind of agreement.
- Yet if the party’s emotional and procedural needs aren’t dealt with, agreements will break down, or in many instances won’t be achieved.
- As the boss making a decision is relatively easy – getting decisions to last and work hinges on addressing all needs. Hence Negotiation Tactics are required.
How You Should Use Negotiation Tactics
Whether in structured negotiations, or just trying to impact some behavior change, managers need to look at all three aspects of Negotiation Tactics.
Start by asking the following questions:
- What are the procedural needs?
- What are the emotional needs?
- How are these needs impacting the substantive discussions?
- How can these needs best be addressed?
- How well are the ways in which these needs are being addressed, meeting the needs of the people involved?
- What more would be helpful?
Three Things to Remember about Negotiation Tactics:
- How people perceive things to be, is often more important, than how things actually are.
- Use all three perspectives of the Negotiation Tactics to diagnose and work through negotiations of any sort.
- Often you don’t solve a problem once and for all. Managers need to continually review and reflect upon the procedural and emotional needs that are raised.
Watch the ‘3-Minute Crash Course’ about Negotiation Tactics (CLICK THE ARROW TO START THE VIDEO):
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