In this video I'd like to
address what is communicated during the
negotiation process.
Okay. So to start with
the information that's being exchanged
can be broken down
into groups or categories so that you
simply understand
how it pertains to the framing of, the
planning of the negotiation process,
and once again how that is communicated
and used
strategically in exchanging information
with the other party.
So once again negotiation is by and
large
a communication exercise.
Okay so to start with offers
counter offers by the other side
displays
of motives or perceived motives of the
parties
okay all of this is generally negotiated
is
generally communicated
back and forth between the parties up
front okay.
Technically parties will put
information out there about their
alternatives the objectives there is to
affect the other party's perception of
the negotiation
but once again information about your
alternatives.
Now you may not expressly state what
your alternatives are
you may make vague reference to them for
example
but nonetheless information about your
alternatives.
This will affect both yours and the
other party's
reservation point the point at which
you're willing to walk away,
the target point what you aspire to in
the negotiation,
and what you're willing to accept again
as an outcome okay. What you perceive
at least as being an acceptable outcome.
So once again
you're communicating back and forth or
exchanging information about
your potential alternatives and once
again this will affect the
reservation point target point and
potential outcomes in the negotiation
okay. Now you express information
about what you are willing to accept in
terms
of an outcome or your perceptions as to
what is a viable outcome.
You also do things in a way that seeks
to
establish and both maintain the
relationship
at stake in the negotiation this can be
an
interest that is identified up front
otherwise it can simply be used
tactically
to once again affect the context of the
negotiation
or the perception of the other side in
that way okay.
Now explanations oftentimes this is used
in terms of maintaining the relationship
again but we call it taking
social accounts of the other side and
it's explaining
your position okay which again can be
done technically
for purposes of logic
having an effect emotionally on the
other side uh
some examples of how we use explanations
in terms of taking social accounts
is one mitigating circumstances we
explain
away why we took a position we explained
that we needed to take a position
because we didn't have another
option right we're mitigating right
um our fault I guess
in the situation right or our selection
of our position that we had to take this
position it was necessary.
Exonerating is when uh we basically say
we took a position but we're not to
blame
because once again we were our purpose
was good
it and ultimately we're going for
um fairness or equity or the greater
good
in the scenario right um so we are
exonerating ourselves by saying
you know we took a position that appears
negative but in reality
it is positive okay and that's a
again an explanation for how you would
take an exonerating circumstance
circumstances sometimes
we explain a way to reframe the
negotiation in terms of
what procedures we followed or the
outcome there that
ultimately with the objective of having
the other person see
an otherwise apparently inequitable
outcome is being more fair
because we're trying to once again
change the frame through which
they are seeing it in. Um in a seperate
sections we deal with
or address what are cognitive frames in
a negotiation okay
and then lastly simply procedural
matters we'll explain
how things are going to work what we're
going to address next what
are the things that we have yet to talk
about how we should
manage our time those types of things
all of those are procedural aspects.
All of these are communicated during the
negotiation
and require specific skills of the
negotiator
in terms of communication in order to do
so effectively.