Tactics to Bring Negotiation within ZOPA - Explained
Tactics Used to Move the Negotiation into the Zone of Potential Agreement?
Written by J. Mance Gordon
Updated at April 22nd, 2024
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What are some general tactics to facilitate (of finalize) a bargain that is within the zone of agreement?
Too often, parties are within the negotiation ZOPA, yet the negotiation stalls or fails. Parties must become familiar with tactics designed to bring other parties to a final agreement. Some examples of effective tactics are discussed below.
Provide Alternatives
Creative negotiators will determine the interests or objectives of the counterparty and bundle options or scenarios in unique ways to appeal to these interests. Begin thinking of possible combinations of interests and how they rank with regard to value. Understanding which interests are most valuable to you is imperative.
Presenting multiple options (all representing concessions) simultaneously will allow the counterparty to choose. Presenting bundled offers will deflect the parties interest in a single interest and can overcome impasses.
Packaging offers of similar or equal value to negotiator can help to identify aspects of greater interest to the counterparty. This will allow the negotiator to avoid anchoring with regard to any aspect of the negotiation.
Identifying packages of offers makes it appear that you are not a positional negotiator. Remember, packages should all be of equivalent value or attractiveness.
Note: Providing alternatives may be difficult in distributive negotiations. Often, there is a single finite source or interest or benefit for which the parties are negotiating.
Assume the Close Confidence
This is a formative communication tool and tactic in a negotiation.
Communicating with a counterparty in a manner that assumes an agreement or resolution of a conflict creates cognitive incentives to reach an agreement.
Further, it may create an emotional state in which the other party continues to negotiate in pursuit of an agreement in attempt to avoid disappointing the negotiator.
Split the Difference
Generally, splitting the difference between points of negotiation is not a strong tactic. It leave money on that table for a party who may be able to claim greater value through continued negotiation.
This strategy is effective, however, when the parties are very near to an agreement and must overcome a small separation in value being claimed. Splitting the difference entails fairness theories of equality. It fits within a logical paradigm and can creative positive emotions in the other party.
Exploding Offers
An exploding offer is an initial offer or concession that must be accepted within a stated time period or it is withdrawn.
Generally, distributive negotiations are competitive. It may not be to the advantage of a negotiator to add an additional layer of competition. Making an offer or concession with a tight deadline, however, is a competitive tactic that may be very useful in urging a party to agreement.
An offer that contains an extremely tight deadline in order to pressure the other party to agree quickly could be the measure to convince the other party to accept the settlement and to stop considering outcomes.
Deal Sweeteners
A sweetener is an additional benefit added to an offer that is already being contemplated by the coutnerparty. The sweetener is used to make a seemingly good offer great and nudge the counterparty into acceptance.
A party must be careful using sweeteners. A negotiator may forgo the value of the sweetener unnecessarily if the counterparty was already resolute in accepting the negotiators offers.
Related Topics
- What is Strategy in Negotiation?
- How does Motivational Orientation affect strategic orientation?
- What is a strategic objective in a negotiation?
- What are some strategic objectives associated with negative outcomes?
- What is the process for developing a strategic negotiation plan?
- What is Self Assessment when strategically planning a negotiation?
- How should you proceed to Assess the Other Party when strategically planning a negotiation?
- How do you Assess the Situational Aspects when strategically planning a negotiation?
- How do you assess the Social Context when strategically planning a negotiation?
- What other factors are understood to affect strategy in a negotiation?
- Power Tactics and Strategy in a Negotiation?
- Tactics aimed at persuading a counterparty?
- Tactics to facilitate bargain within the Zone of Potential Agreement?
- Dealing with Distributive Negotiation Tactics?
- Integrative negotiation tactics?