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Negotiations and bargaining: techniques

Published on October 27, 2011 Reviewed on July 30, 2020   44 min

A selection of talks on Management, Leadership & Organisation

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0:00
Welcome to the Henry Stewart talk series on negotiations and bargaining. My name is Charlie Craver. This series covers a critical skill that is used by business persons and lawyers every day when they deal with people within their own organizations and when they deal with outside parties, during this segment of the series,
0:19
we're going to talk about the different negotiating techniques, people are likely to encounter when they negotiate. It is critical for negotiators to recognize the different bargaining techniques so that they can determine which techniques they're going to employ to advance their own interests and to recognize the tactics being used by the other side so that they can effectively counteract those techniques.
0:47
When people prepare for bargaining interactions, they have to decide which techniques and which approach they will use in their interaction. The first thing they must decide is which techniques are consistent with their own personality. If you're naturally aggressive person, you will tend to be an aggressive negotiator. If your aim or laid back individual, you will tend to be a mawr laid back negotiator, so you have to pick a style that suits your particular personality. You then have to use techniques that would be suitable for this particular opponent against a more aggressive opponent. You may use one set of tactics against a less aggressive person. You may decide to use different techniques, and then you have to decide which techniques are optimal for this particular situation. Sometimes you have a lot of bargaining power, and you can use techniques. It would be suitable to someone with that type of power. In other settings. You may not have such power, and you have to use tactics that would be likely to induce the other side to give you what you need, even though it may possess more power than you actually possess.