What strategies are used in behavioural negotiation
When faced with a difficult negotiation, you may feel like you’re at a loss for words. But in reality, it doesn’t have to be that way. There are strategies you can use to shift the behavior of your opponent and gain an advantage during the negotiation process. Behavioral negotiation is one such strategy that has proven to be highly effective. It focuses on understanding how people think and how their behavior can be influenced through subtle shifts in the way they are communicated with. In this article, we will explore the various strategies used in behavioral negotiation and how they can help you get the best outcome from your negotiations.
The psychology of negotiation
The psychological aspects of negotiation are vitally important to understand in order to be successful. The human brain is wired to think emotionally, not logically, and this can lead to bad decisions being made during a negotiation.
There are three main psychological factors that can influence a negotiation: anchoring, confirmation bias and the sunk cost fallacy.
Anchoring occurs when we fixate on the first offer that is made, regardless of whether it is fair or not. This can lead us to make poor decisions as we are reluctant to move away from the initial offer.
Confirmation bias is when we only look for evidence that confirms our own beliefs and ignore anything that contradicts it. This can cloud our judgement and stop us from seeing the other side’s point of view.
The sunk cost fallacy is when we believe that we have already invested so much in something that we cannot possibly walk away from it. This can lead us to make irrational decisions as we try to salvage the situation.
The different types of negotiation strategies
There are four common types of negotiation strategies: distributive, integrative, collaborative, and win-win.
Distributive negotiation, also called positional bargaining, usually happens when both sides are trying to claim as much value as possible. This is the most common type of negotiation strategy, and often happens when both sides feel like they have something to lose.
Integrative negotiation happens when both sides want to find a solution that will be mutually beneficial. This type of negotiation requires a lot of trust between both parties, and often happens when both sides feel like they have something to gain.
Collaborative negotiation happens when both sides come together to find a creative solution that meets everyone’s needs. This type of negotiation requires good communication and problem-solving skills, and often happens when both sides feel like they have something to gain.
Win-win negotiation is the ideal type of negotiation, where both sides come away feeling like they’ve won. This type of negotiation requires good communication and problem-solving skills, and a willingness to compromise from both sides.
How to use behavioural negotiation in your life
Behavioural negotiation is a process that can be used to help you reach an agreement with another person. It involves understanding the other person’s behaviour and using this information to influence their behaviour.
There are a number of different strategies that can be used in behavioural negotiation. The most important thing is to identify the strategy that will best fit the situation and the people involved.
One common strategy is called ‘win-win’. This involves trying to find an agreement that is acceptable to both parties. It is important to remember that not every negotiation has to result in a ‘winner’ and ‘loser’. Sometimes it is more important to just reach an agreement that both parties can live with.
Another common strategy is called ‘tit for tat’. This involves responding to the other person’s behaviour in a similar way. For example, if they are being uncooperative, you may also choose to be uncooperative. The goal of this strategy is to get the other person to change their behaviour by showing them that it will not lead to a successful negotiation if they continue behaving in this way.
The final strategy that we will discuss is called ‘concession’. This involves giving up something that you want in order to reach an agreement. For example, you may agree to meet halfway if the other person wants to meet at a different location than what you had originally proposed. Or, you may agree to purchase an item for a higher price than what you were originally
Behavioural negotiation strategies can be a powerful tool for achieving successful outcomes in any kind of negotiation. By understanding the different strategies and tactics, you will be better equipped to form an effective strategy that will result in mutually beneficial agreements. Additionally, having an awareness of behavioural negotiations strategies helps negotiators stay keenly aware of the behaviours exhibited by their opponents, helping them identify potential areas for compromise or accommodation. When used correctly and responsibly, behavioural negotiation strategies can significantly improve your negotiating results.