Negotiation Session

Negotiation Session

Iris Bates

Strayer University

Negotiation Session

Contract and Purchasing Negotiation Techniques taught by Professor Dr. George L. Frunzi.

September 8, 2013

Opening Negotiations

When the negotiation process begins you always want to make sure that you are looking out for the tactics that can be used against you, and the ones that you can use as well. Negotiation tactics are the methods that negotiators use to get an advantage over the other party. Tactics are sometime deceptive and used to fulfil the goals and objectives of the party. There are many tactics that we need to watch out for and know exactly how to counter these tactics when they are being used against you.

Climate Control Tactic

The climate control tactic is one of the tactics where you would want to have home court advantage. When you do not have home court advantage there are some things that you need to take into consideration. For example if you do not have home court advantage the first thing that you would want to do is gather your team that will be attending the negotiation with you at this new location and have a brief discussion with them. Prepare them to let them know that we will not have control over the space in general. This means that the room temperature, and location are being set up by the other party. Secondly, I would advise them that the other team will be setting the scene for our meeting and that they need to come prepared for however the room temperature is going to be set up so that no matter what we can keep our focus on the meeting at hand.

Emotional Tactics - Anger

Emotions are unavoidable in negotiations but they play a positive and negative roles in negotiations. One of the emotional tactics is anger. Anger is one of the most powerful and volatile emotions we can have in negotiations. Marwan Sinaceur (2013) stated in his article that research on emotional tactics in negotiations had found that when you expressed anger you were likely...