Negotiation is a relational process used in everyday life. It may be used in business while purchasing something, in management offices, or in families to make crucial decisions. The negotiating parties do not merely act toward self-interest but engage and interact with other parties. Negotiations allow people to stand their ground while welcoming the ideas and interests of others. Thus, negotiations build relations and find solutions in daily life.
Case Study 14-3
What negotiation style did Kelly use to move Blanchard toward this sale?
Kelly uses bluffing and stacking techniques to move Blanchard toward his sale. First, Kelly stacks up undesirable traits with good ones. In this case, Kelly ridicules the person who destroyed Blanchard’s old van by calling him an old soul with mud in his eyes. He also asks Blanchard for more details about how he lost his van and later informs him that he is in the right place at the right time. Kelly also bluffs about his deals about the latest van models and a shipment scheduled in the current week. He bluffs that the van’s price has been lowered and claims he is the only dealer in town. He talks about the paint treatment, sound shield underneath the van and three years rust warrant Blanchard will enjoy to pursue him into purchasing the van. Bluffing was a big negotiation advantage since Kelly illusions sway the negotiation on his side.
List some things Blanchard could do to improve his position at the beginning of the negotiation.
Blanchard should not have mentioned that he had initially lost a van since mentioning it made him look desperate to purchase a new one. He also should not have explained the accident, as Kelly the scenario as strategy against him. As such, Kelly based his negotiation considering that on the fact that Blanchard claimed needed a new van as possible. Secondly, Blanchard should not have mentioned and pointed the model of the van that he wanted. Thus, Blanchard would have an upper since he would use the element of surprise against Kelly offsetting his negotiation strategies.
Discuss some negotiation strategies that Blanchard should have used as the negotiation proceeded.
Blanchard should have used an element of surprise as a negotiation strategy. He should not have pointed at the van model he wanted to purchase to keep Kelly guessing about what he may have wanted to purchase. He should have brought in a screening strategy by bringing in a third party claiming that he had to discuss the price of the van with his business partner. The barrier/screen strategy would have offset Kelly’s strategy and bought Blanchard more time to consider the offer. Blanchard should also have used the take it or leave it negotiation strategy by claiming that he only had $30 000 to spend on the van.
My spouse and I wish to upgrade our current home to suit our needs and improve our quality of life without spending all our money. I would like to buy a bigger and more expensive house near my workplace, while my spouse prefers us to renovate and improve our current home. I could also start the negotiation by informing my spouse that I am a little nervous and unsure about the house renovation of our existing home idea but mention that I want us both to be satisfied with the decision we will make. We will start by weighing in the best option based on the money we are willing to spend and our preferences. I consider using surprise, bluff, stacking, screen, fait accompli, and “take it or leave it” core strategies while negotiating with my spouse.
Surprise Strategy
The surprising strategy entails an unexpected introduction of a concession or goal into a negotiation. The strategy will catch my spouse off-guard during the negotiation. I will introduce a quick concession as a non-essential item in the topic. For instance, I will inform my spouse that I want to have more children in the future as a concession hoping that my spouse will foster a reciprocal concession. The strategy will make my spouse figure out the best way to maximize meeting our needs, giving her the option and idea of purchasing a new functional house.
However, negotiation is treated as a negative tactic. It adds new partners, changes deadlines, takes back promises, or creates ultimatums that catch opponents off-guard making them make bad decisions. For instance, I can also tell my spouse that my current job requires me to live near my workplace, making her support my decision to purchase a new house near my workplace. However, hostile negotiations can effectively signal collaboration destabilizing negative patterns, developing creativity, and creating a positive reputation.
Bluffing Strategy
Bluffing creates illusions without using outright misrepresentations or lies. The strategy is considered fair play since each negotiating party attempts to maximize its benefit (Veltsos & Hynes, 2019). Using the bluffing strategy, I can inform my spouse that my manager has hinted that I will likely receive a promotion in the next two months. I can also specify that I will pay about $100,000 for our new house. By doing so, my partner will support my decision to purchase a new house since she will believe that I have enough money to make the purchase even though this may not happen.
I may inform my wife that I like renovating our current home but claim that the renovations may cost more than purchasing a new home. However, the mentioned strategy requires me to be prepared to support my claims. One disadvantage is that the bluff strategy can backfire if I am unprepared to support my claims. Bluffing strategy is advantageous as it scares the other party when one has a solid defense to support their claims.
Stacking
I will follow up on my bluffing with a stacking strategy. The stacking strategy attached one idea to another as a defense mechanism for one’s claims. The strategy attaches a controversial topic to a discussion that has an intense defense. The skill also attaches an undesirable trait to a desirable one against other negotiation parties. After bluffing, I will add that a friend of mine, Tom renovated his house around the beginning of winter and spent twice the budgeted amount. I heard Tom complaining that raw materials and labor costs have skyrocketed from last year, and finding cheaper alternatives will be even harder this year. Stacking is advantageous as it will make my spouse believe that the pros of purchasing a new house outweigh the cons. The strategy will also provide something my spouse relates to since she knows and trusts Tom to make my claims convincing. However, the strategy may fail if my wife decides to consult Tom concerning his house renovations and he provides contradicting information from mine.
Screen Strategy
In a screening negotiation strategy, the negotiators use third parties to screen the final decision-makers and the opponent. The third parties aid in generating thinking time, thus taking away the opponent’s offensive advantage as it becomes difficult to negotiate through the set barrier (Veltsos & Hynes, 2019). I can tell my spouse that an appraiser should look at our house’s condition to evaluate whether it is worth renovation or purchasing a new home to meet our needs. The appraiser may suggest that selling will make us good money, making the buying-selling option the most suitable strategy. I can also tell my spouse that we should wait and find out if the local authority permits any additions to our current house. The strategy will put off my spouse’s ideas for renovations making her believe that buying a new house is better than waiting.
Fait Accompli
Fait accompli is a type of bluff negotiation strategy that asserts, “Here it is, it is a done deal.” One of the opposing parties states the offer terms and acts like the terms are acceptable to the other party. The strategy assumes that the opponent will accept the terms without protest. I can tell my spouse that buying a new house is the right choice. I can add that I have located a new house and started the purchasing process. I can inform my spouse that the new house has been recently renovated with stainless kitchen appliances and hardwood floors and is ready for move-in. While the strategy fastens decision-making, it may lead to disputes when opponents stand their ground.
Take it or Leave it
The strategy makes the opponents realize that one’s offer is the best. The process involves making ultimatums and represents goal adjustments an individual makes. The strategy is disadvantageous and risky since when an opponent rejects an offer, there is no chance to improve or revive the negotiations. The strategy can only be utilized once and requires negotiators to return to the drawing board once an opponent rejects a proposal. The strategy speeds up decision-making but may lead to disputes after making ultimatums. If my spouse and I agree to purchase a new home, I will use this strategy as it may help us land our dream house if the house sellers have no other options.
Non-verbal Behaviour for a Job Candidate
A job candidate may show different verbal behaviors to indicate interest or disinterest in an interview. The gait, handshake, body posture, and eye contact are critical non-verbal signs to observe. First, walking with confident arms at the side of the body with the head held straight is a sign of confidence and interest in the job. However, if the job candidate walks with their head facing down, it shows they are not confident and may not even be interested in the job. Secondly, firm and solid handshake imply that the candidate is confident and determined to get the job as it assures the interviewers they are qualified for the job. Body posture is also very instrumental in displaying one’s confidence. For instance, keeping one’s back straight and leaning forward while addressing the interviewers is a sign of interest in the job. The candidate should avoid crossing his or her arms as this would indicate a lack of confidence and defensiveness. Erect posture shows interest and confidence. Making eye contact while listening, answering questions, and nodding to show agreement shows that the candidate is interested in the job (Cismas, 2021).
On the contrary, some non-verbal behaviors may indicate that the candidate is uninterested in the job. Dragging one’s feet while walking, slouching, and having a laidback posture portray the candidate as sloppy in work. Lack of eye contact and crossing one’s arms show that the candidate may lack self-esteem and confidence (Piontek & Tadeusz-Ciesielczyk, 2019). The job candidate may also show a lack of interest in the job if they spend their time on phones or move their eyes all over the room during the interview. However, forced and prolonged eye contact may indicate that the candidate is intimidating and overly aggressive and may not care about the customers’ or other employees’ comfort. Most importantly, the dress code of the job candidate portrays how they perceive the job and their interests. When candidates take time and effort to look presentable, it implies that they are interested in the job opportunity. The candidate should maintain general hygiene, well-kept hair, short nails, and brushed shoes. An official dress code is appropriate for any job interview. Men should wear a business suit, a blazer, a tie, and black shoes, while women wear official pants or dresses with black shoes. The candidate should remember that it is better to be overdressed than underdressed.
Case Study 15-2
What are some possible incorrect interview strategies that Kern may be using?
First, Kern does not express the interview objective since she asks generalized questions. Kern asks whether everything is all right about the new program. James was still determining what Kern wanted to know. James merely shrugged and said yes. Secondly, James needed clarification about the objective of the interview. If James would have been sure about the objective, he would have provided answers to meet Kern’s interview expectations. The timing of the interview may have needed to be corrected. The program was two months old and probably it was going on well and James had not identified anything worth talking about. Being the director of the Corporate Safety Department, Kern may have intimidated James by making him feel lower than her. Making James feel lower may have rendered him not to express his feelings fully.
What would you recommend to Kern?
Kern should have begun the interview by creating rapport with James. For instance, she should be made proper introductions and ask engaging questions to make James comfortable. Kern should have considered that James had only 2 years and may not have experienced or encountered such as an interview and may have lacked the confidence. Thus, Kern should have broken the ice by congratulating and complimenting James or the good work in the new program before venturing into serious pertaining to boost his confidence. She should also determine James’ role in the company, such as daily tasks and routines. By so doing, James will provide a detailed insight into his influence and character in the company. Instead of asking about everything concerning the project, Kern should be specific depending on James’ roles in the company. For instance, Kern can ask James about the challenges faced in the new project and potential solution strategies.
References
Cismas, S. C. (2021). STRATEGIES TO ENHANCE STUDENTS’EMPLOYABILITY AND JOB INTERVIEW ABILITIES BY DIDACTIC ROLE-PLAYS. Reading Multiculturalism. Human and Social Perspectives, 23.
Piontek, D., & Tadeusz-Ciesielczyk, M. (2019). Nonverbal components of the populist style of political communication: A study on televised presidential debates in Poland. Central European Journal of Communication, 12(2 (23)), 150-168.
Veltsos, J. R., & Hynes, G. E. (2019). Managerial communication: Strategies and applications. SAGE Publications, Incorporated.
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