Negotiation Gambits Chart
| Two Potential Distributive Negotiating Gambits for Sharon Slade to Consider: | Two Negotiating Gambits for Sharon Slade to Avoid: | Specific Gambits That Would Advance Your Agenda: |
According to Giovino (2000), the limited authority gambit will help Sharon gain leverage in the negotiation by arguing that she has to consult a higher authority before making some concessions. For instance, if Alice wants additional severance pay before leaving the company, Sharon will tell her that she has to consult a higher authority. As a result, Alice may decide to settle for what Sharon puts on the table to avoid further bureaucracy. |
Escalation involves making extreme demands or threats to force the other negotiating party to make concessions. Sharon should avoid this negotiating ambit since it will likely cause a communication breakdown. Besides, it is likely to break the relationship between Alice and Sharon to the point where they may not be able to sit at the same table. |
Anchoring is all about making the initial offer in the negotiation session (Stolz, 2005). Once an offer is made, the rest of the negotiation session tone will be anchored around this position. Netflix management wants to cut the number of underperforming employees (McCord, 2014). To that end, the negotiation should be anchored on having Alice leave the company then decide under what terms she will leave. |
Bracketing occurs when one negotiating party proposes a range of options within which they are willing to settle. The idea is to convince the other party to settle for a negotiation resolution within this range. Sharon Slade will set a range of options Netflix may accept including a lumpsum severance pay, salary payment for one year after termination, and/or positive reviews for future employment. |
2 Walk-away threats
Walk-away threats are used by one negotiating party to threaten the other party so that they can make concessions (Opresnik, 2016). Sharon Slade should avoid this negotiating gambit because, just like escalation, it is likely to lead to communication breakdown. |
Sympathy or false flattery refers to appearing sympathetic or complimentary to a negotiating party. The gambit disarms the other party and creates a good atmosphere that can facilitate negotiation (Opresnik, 2016). By assuring a leaving employee that they understand the challenges associated with losing employment, they will likely be more accepting of new proposals since they already feel valued. |
References
Giovino, J. M. (2000). Negotiation Gambits. Family Practice Management, 7(1), 60-61.
Opresnik, M. O. (2016). Hidden rules of successful negotiation and communication. Springer International Pu.
McCord, P. (2014, January). How Netflix Reinvented HR. Harvard Business Review. https://hbr.org/2014/01/how-netflix-reinvented-hr
Stolz, L. (2005). Negotiation strategies.
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Question 
prompt: In this week’s discussion, you will continue to work on negotiation tactics and strategies, which will help you prepare your draft of subsections B and C of Section V: Negotiation Tactics and Strategies of the final project.
Last week you focused on the contrast principle gambit, which you wrote about in the Module Eight assignment. This week you will expand your focus to include other gambits, which are outlined in the Module Nine overview. These gambits are often helpful in dealing with a hesitant negotiation partner, as well as in other interpersonal discussions when seeking alignment or agreement.
Negotiation Gambits Chart
As you prepare to write this week’s discussion post, review the readings on managing negotiations provided in the module resources area.
Then, fill out the Negotiation Gambits Chart Word. Include the following information:
Identify two potential distributive negotiating gambits that Sharon Slade should consider to advance her agenda.
Identify two negotiating tactics that she should avoid during the negotiating session.
Identify specific gambits that would be the most appropriate for advancing your agenda in the negotiation.
Post your chart as an attachment to your post. In your responses to peers, offer your thoughts on the gambits they have identified and their potential effects on the outcome of the negotiations—both positive and negative. Defend your choices by providing reasons. Suggest other gambits to use with a hesitant negotiation partner to close the deal.