Appealing to your opponent’s Emotions

Appealing to your opponent’s Emotions
 Wealth
 Recognition
 Self preservation


Recognize opponents with a strong craving for wealth
 Show off their possessions – expensive car – house – clothes
 Talk related money
 Expressions dealing with money
 they talk about other people’s money


Recognize opponents with a strong craving for recognition
 Show off across media – local newspaper – magazine – television –
work of mouth
 Well groomed – may wear flashy clothes
 Favorable work – I / Me
 Work in public eye – actors – politicians – athletes – executives –
celebrities
 W

Recognize opponents with a strong craving for Self prevention
 They are not aggressive.
 Good listeners
 Don’t get exited or angry easily
 Dress plainly.ork in uniform – military officers – airline pilots - police


Necessity to build Goodwill
Goodwill means doing your opponent a favor.
Four specific reasons why one should build goodwill…
 Serves as a bridge of trust
 Ensures the opponent will like you
 Goodwill makes easy time whenever negotiation occurs.


Managing the negotiation process & crossword
1 Collaboration An approach n conflict handling where the effort is to help
both the parties achieve their personal goals.
2 Preparation A stage in which negotiators identify the issue & range of
objectiveness for each issue
3 Avoider A person who views conflict on something to be stunned
at all costs.
4 Omasaa He identified the particular situations in which each style
works the best.
5 Abjuration An approach to conflict resolution by aiming at
maintaining the interpersonal relationship at all costs.
6 bargaining A stage in which parties try to get concessions.

Negotiation’s Phases / Stages / Consequences
1 Preparation Negotiators identify the issues & range of objectives for
each issues
2 Developing a
strategy
Each parties decides what strategy & stages to adopt
3 Getting
started
Each side presents their initial demand / case
4 Building
understanding
Negotiators justify their position & try to weigh up the
other’s position.
5 Bargaining Each party tries to get concessions
6 Closing Final agreement – negotiations are terminated short of an
agreement
1) Stage 1 : Preparing for negotiation
Three basic elements in any preparation…
 Setting bargaining objectives
 Assessing the other side’s case
 Assessing relative strengths & weakness
 Setting bargaining objectives
 A top line objective – the best achievable outcome
 A bottom line objective – the lowest, still acceptable outcome.
 A target objective – what you realistically expect to settle for.
2) Stage 2 : Developing a strategy
Five distinct categories of different approaches…
1 Collaborating Win – win stances – Cooperative approach
2 Compromising Win – lose stances
3 Accommodating Lose – win stances – maintaining the interpersonal
relationship at all cost
4 Controlling Power oriented approach - Attempt to win
5 Avoiding Withdrawing from a threatening situation
Personal goals are usually not met
Interpersonal relationship not maintained
3) Stage 3 : Getting Stated
 Opening the negotiation
 Setting the agenda
4) Stage 4 : Building understanding
Three basic components …
 Getting information
 Testing arguments & positions
 Using timing & adjournments
 Getting Information
 The quality of the information provided by the other party
depends largely on the type of questions asked.
 Testing Arguments & positions
 We should look for the following flaws or distortions in the
arguments of the other negotiator
• Factual errors or omissions
• Faulty logic
• Selective use of statistics
• Hidden agenda
• Misrepresentation or priorities
 Using timing & adjournments
 One individual session should rarely exceed 2 hours
 Formal presentation 15 to 20 minutes
 An informal contribution 2 to 3 minutes
5) Stage 5 : Bargaining
Three basic components …
 Getting & marking concessions
 Breaking deadlocks
 Moving towards an agreement
 Braking deadlocks
o Reasons why deadlocks / stalemate arise…
Both parties have widely divergent objectives.
One party mistakes firmness for rigidity & will not make
concessions even to keep the negotiation alive.
As a deliberate tactic during a negotiation is to force the
other party to reconsider its position & make concession.
6) Stage 6 : Closing
3 stages of closing…
 Formulating an agreement
 Ensuring implementation
 Renewing your negotiating experience