In this video I want to talk to you
about creativity and negotiation
but specifically focusing on some
tactics
that tend to be very creative in nature
that can
work to achieve your objectives. So just
a review strategy is generally made up
of your
motivational or your orientation your
objectives that you hope to achieve that
affect the other person or the context
of the negotiation
and they ultimately lead to the outcome
right achievement of these objective
will lead to the outcome that you seek
in the negotiation
and then lastly the tactics that you
employ to achieve those objectives
okay. In a separate video we talked about
approaches
towards creativity strategies that are
creative in nature for coming up with
objectives
uh in the negotiation planning process
here we're going to talk about some
examples of specific tactics that have
proven to be useful in terms
of of generating novel and diverse uh
outcomes or ideas or are useful in
achieving
the objectives that uh have those
characteristics.
So to start with um let's identify the
first one
fractioning. Fractioning is when you
break the
idea down into into
multiple portions right and this could
be the
interest in the negotiation it could be
the position that the other party has it
could be the dispute
and you address each of them
individually and then collectively
right so but breaking every part of the
negotiation
uh particularly the interest at stake
down into their
respective parts right to the extent
possible breaking them down
as far as possible and addressing them
as such
independently as well as collectively
can be a very creative tactic it can
help you in the bundling process and the
trading off
process okay. Next is finding differences
so
the essence of a negotiation is that
there's a dispute
uh or perceived dispute or difference of
of position or opinion or a conflict
that has to be
resolved right so you're looking for
some level of common ground in there.
So searching for all extent
or existing differences between yourself
and the other party
right pointing them out uh even if
they're only tangentially related to the
interest
at stake in the negotiation this can
help
repackage those interests it can help
create
different perceptions among the parties
as to
how the interests affect each other
how they should be combined and it can
even change someone's perception or view
of
uh the difference at stake in total
right it can change someone's view that
perhaps there is no longer a dispute
perhaps interests are aligned on a topic
right. Next is bridging and bridging
as the name implies seeks to get you
from one side to the other and this is
just a broad category
of any tactic that seeks to connect one
party side position
with the other party's uh position in
the negotiation
right so it's anything that brings the
two together
even if it's temporarily even if it's
for an individual interest rather than
all the interest or
collectively all their interest rather
than an individual interest
so this is known as bridging. Cost
cutting
this is very important if you can cut
the cost of of
compliance with any plan or given idea
or the methods by which you're
undertaking
the negotiation process right
one it can align yourself with the
interest of the other side
that if you're achieving something by
creating value for the other side that
is
cutting their cost of compliance and
whatever that means in terms of
process or substantive interest
associated with the negotiation
so once again figuring out ways in the
negotiation
to benefit someone in a way that
otherwise
is not directly related to the
substantive interest at stake
okay. Another big popular one is
structuring contingencies and this is
basically where
instead of assigning the risk of
something happening
uh to a single party saying that I don't
believe
this to be the case so i'm going to pay
you less right
that type of thing rather than arguing
over whether some information is true or
no.
Contingencies can allow you to wait
until the future and say
okay if this becomes true in the future
this is what i'll do i'll pay you more
money
if this does not become true in the
future
you pay me more money or um you continue
paying me money
right whatever whatever is the result
that you're um that you're seeking to
bridge in a way that you're seeking to
shift the risk of one occurrence to the
other person
uh you know so that being said you're
sharing the risk of a potential outcome
by saying okay
if this happens then this is what you'll
do if this happens this is what i'll do
and in both scenarios it covers the risk
of either potential occurrence right
so it can bridge the divide when two
parties are not willing to come together.
And then lastly, seeking feedback asking
third parties asking the other person
about your position you know there's
perspective taking which is
asking the other person about their
position that type of thing but
seeking genuine and honest feedback from
the other person
or from third parties as influence in
the negotiation
is once again seen as a creativity uh
um approach because once again it can
help you come up with
novel ideas it can move you towards your
objective
in novel ways based upon
proposals from third parties or
proposals from the other
party him or herself. So anyway these are
some creativity tactics that you can
employ in the negotiation process
that have shown to have good results.