Confrontation and confrontational negotiating tactics

The union made demands: objectives that were so important that they were unwilling to change them. They wanted a 15 per cent pay increase. Later they moderated these demands, and said they would accept ten per cent. However, their demand for a week’s extra holiday was non-negotiable: they would not accept less. Lamda said they were being forced to accept something that did not want. They accused the union of making them negotiate under duress.

Exercise 3. Before reading the information on negotiating tactics, use your dictionary to find out the meaning of the following words:

Read the following text paying attention to the words in bold type.

Use a dictionary to find out the meanings of the following words:

1) Treat ……………………………………………………………………….

2) Final offers …………………………………………………………………

3) Ultimatums …………………………………………………………………

4) Bluff ………………………………………………………………………..

5) To call someone’s bluff ……………………………………………………

6) Common ground …………………………………………………………...

7) To reassure …………………………………………………………………

8) To compromise ……………………………………………………………

9) Obstacles and sticking points ……………………………………………….

10) To postpone ……………………………………………………………….

.

Although using tricks isn’t recommended, there are negotiators who:

Ø issue threats, final offers or ultimatums: they say that the other side must accept something, with very bad consequences for them if they refuse.

Ø lie and bluff: they threaten to do something that they do not intend to do, or are not able to do.

Of course, you can always call someone’s bluff: pretend to believe them, when

you know they are bluffing.

Exercise 4. What causes conflicts in a negotiation? Make a list of your ideas. Then discuss your ideas in the classroom.

The list of conflicts:

Exercise 5. Read the text below to find an answer to the following question:

1) ‘ How many ways are suggested to reduce conflict in a negotiation? ’

2) Then match each of the following to a phrase in the text with a similar

meaning:

a) highlight the disadvantages of failing to reach a deal …………………………...

b) think of new benefits for both sides ………………………………………….….

c) alter parts of what is on offer …………………………………………………..

d) take a break to consider positions ………………………………………….……

e) have the negotiation in a different place …………………………..…………….

f) change the individuals involved …….……………………………………………

g) ask an independent person to come and help you reach agreement ……………...

h) have an informal meeting to talk things over …………………………...……….

Conflicts may sometimes be an unavoidable step on the road towards agreement. However, in some cases conflict leads to the breakdown of negotiations as one or both sides realise that agreement is not possible. In many cases this is better than agreeing to something which would be against the interests of the people concerned.

When conflict arises, there are several possible actions which may help to resolve conflict in a negotiation:

1) leave the problem, go to a different topic and return later o the point at issue;

2) summarise progress and areas of agreement;

3) emphasise the benefits available to both sides;

4) emphasise the loss to both sides of not reaching agreement;

5) restate the issue and wait for a response;

6) charge the package;

7) invent new options for mutual gain;

8) offer conditional concessions;

9) adjourn to think and reflect;

10) fix an off-the-record meeting;

11) change location;

12) change negotiator (personal chemistry?);

13) bring in a third party (mediator?);

14) consider walking away.

(From «The Pocket Negotiator», published by Gottschalk Hartley-Brewer.).

Exercise 6. Which of the following are good ways of dealing with conflict in a negotiation?