Framework for Effective Negotiation Tactics PPT
This PPT slide, part of the 79-slide Mergers, Acquisitions & Alliances Approach PowerPoint presentation, presents a framework for negotiation tactics, emphasizing the need to develop strategies that lead to synergistic solutions. It is structured around 2 axes: the vertical axis represents the "Business Need," ranging from tactical short-term goals to strategic long-term objectives. The horizontal axis illustrates the nature of relationships, moving from transactional to relational dynamics.
Three primary negotiation tactics are identified: Adversarial, Cooperative, and Synergistic. The Adversarial approach is characterized by a win/lose mentality, where one party's gain is another's loss. This tactic is often transactional and short-term focused, suggesting a lack of collaboration. The Cooperative tactic shifts toward a win/win scenario, indicating a more collaborative approach that still operates within a defined framework of mutual benefit.
The Synergistic tactic is positioned at the top right of the chart, representing the highest level of negotiation. It is described as "beyond win/win," suggesting that the outcome can create value exceeding the sum of individual contributions (1+1=3). This approach is both strategic and relational, indicating a deep level of collaboration and shared interests.
The slide also hints at the importance of understanding the underlying motivations in negotiations. It distinguishes between power/control-based relationships and those grounded in mutual interests. This distinction is crucial for executives looking to foster long-term partnerships that yield greater collective benefits. The framework encourages leaders to assess their negotiation style and adapt it to achieve optimal outcomes that align with both immediate business needs and long-term strategic goals.
This slide is part of the Mergers, Acquisitions & Alliances Approach PowerPoint presentation.
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