Negotiation Techniques and Third-Party Intervention
Negotiation Techniques and Third-Party Intervention
Some of the techniques that can be used to lessen a person’s reluctance in order to avoid the need for a third party to intervene and manage negotiations are: not negotiating or postponing negotiations until there is an indication that there is something to gain that may not be possible to be gained through other alternatives. Reluctance is at times considered reversed psychology and it is recommended not to fall victim of this trap, one must prepare well and take comfort, and not appear to be anxious in the face of your counterpart .
These techniques are consistent with the negotiation process in the sense that if the other person’s attitude does not change to coincide with yours, negotiations should be terminated, by simply refusing to negotiate in the style dictated by the other side. Negotiations can be terminated completely or postponed, with the condition that your requirements regarding approach or process will be met. Using these techniques and knowing your alternatives during the negotiation process can pay off big.
Considering the event of this situation, I would let the other company know of my concerns regarding the tone, and attitude of reluctance from a member of their team. If the matter if not corrected within reasonable time, I would postpone negotiations for a later date (if time permits) while also designating the location for the meeting and provide the conditions regarding the current issues. If by then the person’s attitude still does not coincide with mine, I will analyze how important achieving this goal is and if there are any other alternatives to gain the desired results. Depending on the outcome of the analysis I can then decide to accept the changes without involving a third party or refuse to negotiate until requirements are met.
If the attitude of reluctance changes to a more cooperative attitude, negotiations can proceed, while still maintaining a close eye on the person that
Some of the techniques that can be used to lessen a person’s reluctance in order to avoid the need for a third party to intervene and manage negotiations are: not negotiating or postponing negotiations until there is an indication that there is something to gain that may not be possible to be gained through other alternatives. Reluctance is at times considered reversed psychology and it is recommended not to fall victim of this trap, one must prepare well and take comfort, and not appear to be anxious in the face of your counterpart .
These techniques are consistent with the negotiation process in the sense that if the other person’s attitude does not change to coincide with yours, negotiations should be terminated, by simply refusing to negotiate in the style dictated by the other side. Negotiations can be terminated completely or postponed, with the condition that your requirements regarding approach or process will be met. Using these techniques and knowing your alternatives during the negotiation process can pay off big.
Considering the event of this situation, I would let the other company know of my concerns regarding the tone, and attitude of reluctance from a member of their team. If the matter if not corrected within reasonable time, I would postpone negotiations for a later date (if time permits) while also designating the location for the meeting and provide the conditions regarding the current issues. If by then the person’s attitude still does not coincide with mine, I will analyze how important achieving this goal is and if there are any other alternatives to gain the desired results. Depending on the outcome of the analysis I can then decide to accept the changes without involving a third party or refuse to negotiate until requirements are met.
If the attitude of reluctance changes to a more cooperative attitude, negotiations can proceed, while still maintaining a close eye on the person that