Artful Negotiating



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Artful; Negotiating Athens State University Abstract Written report on Tegrity Video – Artful Negotiating by Herb Cohen with three negotiation topics referenced from textbook – Negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders – 6th edition. Artful Negotiating After viewing the video titled, Artful Negotiating by Herb Cohen I have referenced three negotiation topics from the textbook, Negotiation / Roy J. Lewicki, Bruce Barry, David M.

Saunders – 6th ed. Though Mr. Cohen does not refer to these particular negotiation tactics specifically as they are named from the textbook the intent and desire for the particular outcome are practically identical and go hand in hand together with each other. My first textbook reference covers when Mr. Cohen discusses what he feels are two of the most important words in effective conflict management. They are “huh”, and “wha”.

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By utilizing these words during negotiation they are reflective of what is discussed on page 23 in the textbook as effective conflict management strategies in the dual concerns model. Specifically, the strategy of “inaction” (also called avoiding) where an individual shows little interest or concern in whether they obtain their own outcomes, as well as little concern about whether the other party obtains his or her outcomes. Inaction is often synonymous with withdrawal or passivity; the party prefers to retreat, be silent, or do nothing.

My second reference from the textbook is when Mr. Cohen discusses while he and his wife were traveling in Italy they visited an art gallery and decided to purchase some Italian impressionist art paintings. While negotiating Mr. Cohen performs a perfect example of what is called “the nibble” on page 66 of the textbook. Mr. Cohen utilized this tactic for a small concession on a particular painting that hadn’t been discussed previously in order to close the deal.

He acted as if the first painting by a particular artist was higher than what he was willing to pay and asked if the owner happened to have any paintings from a lesser know artist that was lower in price. In the end Mr. Cohen purchased the first painting he began the negotiations on at a considerably lower price from the initial price that was quoted to him as well as two other paintings from lesser known artists. The final example I give as a reference from the textbook is located on page 78 in the paragraph titled “Depersonalize the problem. The textbook discusses when parties are engaged in conflict during negotiations they tend to become evaluative and judgmental and view their own actions in a more positive light and the other party’s actions in a negative manner. Mr. Cohen succinctly states that while in negotiations you should never take anything that is said as personal. It is simply another tactic that is used in negotiating and should be expected as simply another part of the negotiation process. References Roy J. Lewicki, Bruce Barry, David M. Saunders, Negotiation, 6th edition (2010), McGraw Hill Publishing.

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