Marc Pajerols

Background  Publications about negotiations behaviour fall into 3 classes: Anecdotal ○ based on real life (knowledge) ○ frequently describe personal modes of behaviour Theoretical models ○ Idealized hard to turn them into practical action ○ Complex Laboratory studies: ○ Tend to be short term ○ Degree of artificially

The Succesful Negotiator  Basic methodology Find successful negotiators and watch them in order to discover how they do it.  3 success criteria should be rated as effective by both sides. should have a track record of significant success should have a low incidence of implementation failure ○ Purpose is not just to reach an agreement but to reach an agreement that would be viable

Study done  48 negotiators  102 separate negotiating sessions  We have 2 kinds of negotiators Skilled by comparing their behaviour (information that makes the difference) Average

The Research Method  Researchers met negotiators before negotiation. Encourage them to talk about their planning an objectives  Negotiators introduce researcher to an actual negotiation During negotiation ○ Counted frequency of certain key behaviours using behaviour analysis methods

Amount of Planning Time  Little difference between total planning time for skilled and average negotiators prior the actual negotiation  Conclusion It is not the amount of planning time that makes for success, but how this time is used.

Exploration of Options Outcomes Considered During Planning  Skilled: use a wider range of outcomes and options for action. Concerned with possibilities  Average: consider few options. Less likely to consider options that might be raised by the other party. Skilled negotiators 5.1 Average negotiators 2.6

Common Ground  Both groups tended to concentrate on the conflict areas.  Skilled gave over 3 times more attention to common ground areas (built a satisfactory climate).  Conclusion: Attention to common ground areas is better than conflict areas (avoid conflict areas) Skilled38%Comments about areas of anticipated agreement or common ground Average11%Comments about areas of anticipated agreement or common ground

Long-Term or Short-Term?  Skilled: planning concentrates a little more on long term implication of the issues  Average: concentrates almost only on short term.

Setting Limits  Researchers ask negotiators about their objectives in order to know if their replies refered to a single point objective or to a defined range.  Skilled: Set Upper and Lower limits. (defined range)  Average: Plan their objectives around a fixed point  Conclusion: Preferable approach negotiation with objectives defined range rather than inflexible single point objective

Sequence and Issue Planning Sequence plan used by Average Negotiators A-B-C and then D (issues are linked) Issue plan used by skilled Negotiators (more flexibility) A B (issues are independent and not linked by sequence) D C Maybe they are only interested in point D

Irritators Use of Irritators per hour of face to face speaking time  Certain words have negligible value and cause irritation. Ex: generous offer. fair  Negotiators avoid direct insults and unfavorable value judgements.  Conclusion: Positive value judgements for you may imply negative judgements of the other party. Skilled2.3 Average10.8

Counterproposals  One party puts a proposal and the other party immediately responds with a counterproposals.  Disadvantages: Not effective Introduce aditional option, whole new issue Clouds the clarity of negotiation They are perceived as blocking or disagreeing by the other party. Not seen as proposals

Defend Attack Spirals % defending/attacking comments.  Behaviour used to attack the other party or to make an emotional defense.  Average n: use them 3 times more than skilled negotiators  This might increase it intensity like an spiral. Skilled1.9 Average6.3

Behaviour Labeling Questions as a percentage of all negotiators behavior.  Advanced negotiators use ‘labels’ /introductory phrases: Eg: Average Negotiator asks ○ How many units are there? Skilled Negotiator says: ○ Can I ask you a question? How many units are there?  Questions provide data about other party thinking position  Give control over discussion  Acceptable alternatives to direct disagreement  Keep the other party active  Reduce thinking time  Breathing space (own thoughts) Skilled21.3 average9.6

Feelings commentary  Reveal internal information to negotiator.  Increase confidence  What is going on in her mind  Skilled Negotiators do this 12.1 times /h; Avergae Negotiators: 7.8 times/h

Giving Reasons to back up a case  Skilled Negotiators give fewer reasons to back up a case than Average Negotiators  Skilled: 1.8; Average 3.0 reasons  CONCLUSION- lots of reasons ‘dilute’ the argument  NB “Intellectuals” tend to give more reasons than people with lower qualifications (eg union officials)