ثلاث استراتيجيات تفاوض بسيطة لتحسين مهاراتك في التفاوض

Q: ما هي استراتيجيات التفاوض الخمس؟

تشمل ثلاث استراتيجيات تفاوض بسيطة لكنها قوية: BATNA واتنا زوبا تساعدك هذه التقنيات الثلاثة على تحديد أفضل وأسوأ البدائل لاتفاقية تفاوضية (WATNA و BATNA) ، مع تحديد المنطقة التي يمكن من خلالها الوصول إلى الاتفاقية (ZOPA).

BATNA In negotiation theory, BATNA stands for "Best Alternative To a Negotiated Agreement," and it's one of the key tenets of negotiation theory. Indeed, it describes the best course of action a party can take if negotiations fail to reach an agreement. This simple strategy can help improve the negotiation as each party is (in theory) willing to take the best course of action, as otherwise, an agreement won't be reached. WATNA In negotiation, WATNA stands for "worst alternative to a negotiated agreement," representing one of several alternative options if a resolution cannot be reached. This is a useful technique to help understand what might be a negotiation outcome, that even if negative is still better than a WATNA, making the deal still feasible. ZOPA The ZOPA (zone of possible agreement) describes an area in which two negotiation parties may find common ground. Indeed, ZOPA is critical to explore the deals where the parties get a mutually beneficial outcome to prevent the risk of a win-lose, or lose-win scenario. And therefore get to the point of a win-win negotiation outcome. Win-Win Negotiation Win-win negotiations first rose to prominence during the 1980s, thanks in part to books like Roger Fisher, William Ury, and Bruce Patton’s bestseller Getting to Yes: Negotiating Agreement Without Giving In. Having said that, there was also a shifting mindset at the time as negotiators saw win-win negotiations as preferable to the then-dominant win-lose approach. A win-win negotiation is a negotiation outcome resulting in a mutually acceptable and beneficial deal for all involved parties. RADPAC Model A negotiation where one or both parties are unprepared can be disastrous. At best, the negotiation devolves into a loose and unfocused conversation. In the worst-case scenario, however, a negotiation can turn into an adversarial confrontation. The RADPAC model is a basic negotiation framework used in business to reach a favorable outcome for two or more parties. Read Next: BATNA, WATNA, ZOPA, Win-Win, RADPAC. Three simple yet powerful negotiation strategies comprise: BATNA WATNA ZOPA These three techniques help you define the best and worst alternatives to a negotiated agreement (WATNA and BATNA), while defining the area within which the agreement can be reached (ZOPA). Main Free Guides: Business Models Business Strategy Business Development Digital Business Models Distribution Channels Marketing Strategy Platform Business Models Tech Business Model What Is Entrepreneurship Connected Business Concepts Fishbone Diagram The Fishbone Diagram is a diagram-based technique used in brainstorming to identify potential causes for a problem, thus it is a visual representation of cause and effect. The problem or effect serves as the head of the fish. Possible causes of the problem are listed on the individual “bones” of the fish. This encourages problem-solving teams to consider a wide range of alternatives. BATNA In negotiation theory, BATNA stands for "Best Alternative To a Negotiated Agreement," and it's one of the key tenets of negotiation theory. Indeed, it describes the best course of action a party can take if negotiations fail to reach an agreement. This simple strategy can help improve the negotiation as each party is (in theory) willing to take the best course of action, as otherwise, an agreement won't be reached. WATNA In negotiation, WATNA stands for "worst alternative to a negotiated agreement," representing one of several alternative options if a resolution cannot be reached. This is a useful technique to help understand what might be a negotiation outcome, that even if negative is still better than a WATNA, making the deal still feasible. ZOPA The ZOPA (zone of possible agreement) describes an area in which two negotiation parties may find common ground. Indeed, ZOPA is critical to exploring the deals where the parties get a mutually beneficial outcome to prevent the risk of a win-lose, or lose-win scenario. And therefore get to the point of a win-win negotiation outcome. Logrolling Negotiation In a logrolling negotiation, one party offers a concession on one issue to gain ground on another issue. In logrolling, there is no desire by either party to advertise the extent of their power, rights, or entitlements. This makes it a particularly effective strategy in complex negotiations where partial or complete impasses exist. Theory of Constraints The Theory of Constraints was developed in 1984 by business management guru Eliyahu Goldratt in his book The Goal. The Theory of Constraints argues that every system has at least one constraint that hinders high-level performance or profit generation. Fundamentally, the theory advocates identifying constraints and then eliminating them or at the very least, reducing their impact. Read Next: Negotiation, Logrolling, BATNA, WATNA, ZOPA. Read Next: SWOT Analysis, Personal SWOT Analysis, TOWS Matrix, PESTEL