BREAKTHROUGH

BARGAINING

BY,
Chaithra.N
Carolin Thomas
Shika
Nitigya
Sreeharsh

INTRODUCTION
Negotiation:

ART (naturally gifted)

SCIENCE (build on creative approach)
Experts in getting YES
Some negotiations NEVER get off the

ground

SHADOW NEGOTIATION ???

The shadow negotiation occurs in parallel with

the substantive negotiation and is concerned with how
the negotiation will proceed. Who will have influence
and power? What is acceptable behavior? Who is
included or excluded from the discussion?

Frequently these matters are not decided in the

open but occur in the shadows. The result of this
ongoing shadow negotiation is a social contract
regarding how the negotiation will proceed, who has
influence and power, and what the boundaries of the
negotiation are.

Some negotiations NEVER get off the ground

WHAT vs HOW!
Unequal power (minorities: race, gender, age)
Objective: confession of mutual need

STRATEGIC LEVERS
(shadow negotiation)
I. POWER MOVES: Power move are designed to bring

reluctant bargainers back to the table.

II. PROCESS MOVES: Process moves are designed to alter

the negotiation process itself through adjustments to the

agenda, sequencing, decision rules, and the like.

. APPRECIATION MOVES : Appreciate moves are designed

to break cycles of contentiousness that may have led to

deteriorating communication, acrimony, or even silence.

POWER MOVES
Informal negotiation process- two way

conversation never gets

Power moves bring Bargainers better off if

they negotiate
There are 3 kinds of power moves

POWER MOVES (3)

INCENTIVES
Advantages/Benefits gained from negotiation
Creating value and making it visible

PRESSURE LEVERS (Put a Price on the Status Quo)

Underscore the consequences to the other side if stalling continues

ENLISTING ALLIES
Allies are crucial resource in shadow negotiation (credibility)
Turns up the volume of the incentives or of the pressure

PROCESS MOVES
Influence the negotiation process itself
Bargainers caugh in a dynamics of silence:
When decisions are made without their input
When colleagues interrupt them during the meeting
Dismiss their comments, or appropriate their ideas

There are 3 kinds of process moves

 SEED IDEAS EARLY

Being ignored- not listened
Produce negative reactions

REFRAME THE PROCESS

Way of negotiation is structured
Competitive approaches to problem solving
Way discussion unfolds and issues are emerged

BUILD CONSENSUS

APPRECIATIVE MOVES
Change in the rules
Denfense- get off the ground
Not looking only own interest
There are 3 kinds of appreciative moves

HELPS OTHERS SAVE FACE

Face- capture what people value (how want others to see them)
Negotiators- preserve face
Boss, colleagues, subordinates
KEEP THE DIALOGUE GOING
Lack of time, Lack of information
Keeping dialogue without pushing and getting more on time agreement
More time to think and get finally new ideas !
SOLICIT NEW PERSPECTIVES
Right vs Wrong
Encouraging other side to work with

THANK YOU