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What is the win/lose approach? It means that while one side wins the other loses .
Influence of this approach in the negotiation process: If it appears that negotiations will have only win/lose settlement possibilities and that a party's needs will not be met as a result of participation, parties will be reluctant to enter into dialogue.
Win-Lose bargaining is probably the most familiar form of negotiating that is undertaken. Individuals decide what they want, then each side takes up an extreme position, such as asking the other side for much more than they expect to get.
How a buyer can establish his bargaining position in in such negotiation?
As a buyer you should:
1. Set your target point--solution that would meet all your interests and result in complete success for you.
2. Make target point into opening position.
3. Set your bottom line or resistance point.
4. Consider possible targets and bottom lines of other negotiators.
5. Consider a range of positions between your target point and bottom line.
6. Decide if any of your positions meets the interests or needs of the other negotiators.
7. Decide when you will move from one position to another.
8. Order the issues to be negotiated into a logical (and beneficial) sequence.
9. Open with an easy issue.
10. Open with a position close to your target point.
11. Allow other side to explain their opening position.
12. If appropriate, move to other positions that offer other negotiator(s) more benefits.
13. Compromise on benefits and losses where appropriate.
14. Look for how positions can be modified to meet all negotiators' interests.
15. Formalize agreements in writing.
Win/lose is good for one-time bargains. If you want to establish a connection for future - you have to be more creative.
Part 1 How does win lose impact and influence the negotiation process.
2 nd part of question. How does a buyer estalish his bargaining position in these negotiations.
My view in relation to the negotiation starting position i would start at the price that is my most optimistic like an ambit. Price alone will not benefit the buyer if the quality is substandard or delivery is delayed /late. in this case if you win with the price debate you may lose with the quality or the timeliness. Your negotiations are multi faceted, and you need to understand all the issues that maybe affected by your success. A good price doesnt help if you cant get products on the self when you need them. Eg winter clothes on time in winter, in lieu of summer storage.