Roy J. Lewicki

I read this book for my Supply Chain Management Negotiation class, and I found it to be very interesting. It is of course, dry, as it is a textbook, but there were lots of interesting sociology and psychology studies mentioned. It not only teaches the essentials of negotiation, but also gives insight into human character.

The authors argue that style is one of the hallmarks of the master negotiator.

Roy J. Lewicki, a business professor at Ohio State University and Alexander Hiam, a consultant, argue to master every negotiating opportunity and resolve conflicts, you need to adjust your approach. By considering the importance of both outcome and relationship, you can adapt your tactics to the situation.

The following strategies can be adapted:

• Avoiding – otherwise known as Lose – Lose. The priorities for show more both the relationship and the result are low. Neither is important enough to pursue the conflict further.
• Accommodating – otherwise known as Lose to Win. Importance of relationship is high; importance of the result is low.
• Competing – otherwise known as Win to Lose. Importance of result is high; importance of relationship is low.
• Collaborating – otherwise known as Win – Win. Importance of result and relationship is high.
• Compromising – otherwise known as Split the Difference. A combination approach.

The authors state it is important to prepare for the negotiations. They offer an eight step method:

1. Define the issues and goals.
2. Order the issues and agenda.
3. Analyze the other party.
4. Define the underlying interests.
5. Consult with interested parties.
6. Set goals for the process and outcome.
7. Identify you own limits.
8. Develop supporting arguments.

As you interact with the other party, it is important to recognize that everything you do and every decision you make is part of the negotiation. The authors advise following these rules to pilot the middle ground in a competitive negotiation.

1. Stick to your planned target and walk-away points.
2. Do not reveal your target until you are close.
3. Never reveal your walk-away point.
4. Get the other party to make big concessions.
5. Keep your concessions few, slow and small.
6. Investigate the other party’s level of concern for the outcome.

This book is an invaluable resource for anyone facing a negotiation. And who isn’t? The skills and techniques discussed by the authors will prepare everyone, from the high-powered business executive to the person facing informal day-to-day challenges of selling, buying and getting along with colleagues.

Penned by the Pointed Pundit
February 19, 2007
3:04:22 PM show less

KF311 .A7 L49 1994 (LEG)