Negociaciones

* Assignment # 7

1. The 5 things communicated during negotiation.

Some researchers found that more than 70 percent of the verbal tactics that buyers and sellers used during the negotiation were integrative. Also their findings assure when one party used an integrative tactic, the other tended to respond with an integrative tactic.

During a negotiation process five different categoriesof communication take place; offers, counteroffers, and motives.

1. Offers, Counteroffers, and Motives.

Communications in negotiation are those that convey offers and counteroffers. Bairganers have definite preferences and exhibit rational behavior by acting in accordance with those preferences. A communication framework for a negotiation consists in assumptions where the communicationof offers is a dynamic process, the offer process is interactive and various internal and external factors drive the interaction. In simply words, the offer and counteroffers is a dynamic and interactive process that is subject to situational and environmental constraints.

2. Information about alternatives

Another important aspect that has been studied is how information with the otherparty influences the process of the negotiation. Research according to Lewicky, Saunders & Barry (2010) suggests that the existence of a best alternative to a negotiation agreement (BATNA) changes several things in a negotiation. Negotiators with attractive BATNA set a higher reservation prices for themselves that their counterparts did; Negotiators whose counterpart have an attractive BATNAs setlower reservation points for themselves; and when both parties are aware of attractive BATNA that one of the negotiators has, that negotiator receives a more positive negotiation outcome. Finally they conclude that waving a good BATNA in the other party´s face in an imposing or condescending manner may be construed as aggressive and threatening.

3. Information about outcomes.

Winners andlosers according to Thompson (1995) evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was simply pleased with his or her outcome, then negotiators felt less positive about their own outcome. Negotiator should be cautious about sharing their outcomes or even their positive reactions tooutcomes with the other party, especially if they are going to negotiate with the same party in the future.

4. Social Accounts

Social accounts is a type of negotiation that appear when the negotiators try to explain things to other party, especially when negotiators need to justify bad news. Three types of explanations are important: explanations of mitigating circumstances (negotiatorssuggest that they have no choice with the choice they did), explanations of exonerating circumstances (negotiators drives the bad news as the derivation of positive motives), and reframing explanations where outcomes can be explain by changing the context.

5. Communication about the process.

Some communication is about the negotiation process itself. Negotiators may be tempted to forgeahead with offers and counteroffers in pursuit of an outcome rather that pause and “waste” time to discuss a process gone sour. Sometimes the break in the substantive conversation and attention to process is precisely what´s needed.

2. How may communication be improved during negotiation?

Failures and distortions in perception, cognition, and communication are the paramount contributors tobreakdowns and failures in negotiation. Three main techniques are available for improving communication in negotiation: the use of questions, listening, and role reversal.

The use of questions

Questions are essential elements in negotiations for securing information: asking good questions enable negotiators to secure a great deal of information about the other party´s position, supporting...