Preparations for negotiations should include setting a limit on concessions, i.e. the level to which we are able to make concessions on a given issue. If, for example, production costs are at the level of PLN 10 per piece, we should not agree to the price of PLN 9, because on each sold piece of goods we will hit PLN 1. Negotiators often do not want to reveal what conditions would be satisfactory for them. They hope to negotiate the most advantageous contract. Therefore, win-lose negotiation techniques related to pointing to the false limit of concessions are often used. Tactics last and final offer and take so much or nothing are to convince the other party that we are no longer able to reduce the price, extend the payment period or agree to immediate delivery. These requests are impossible on our part to implement.

The last and final offer is a win-lose negotiation technique that is used at the end of the negotiations. The interlocutors discuss the last issue and suddenly one of them declares that he is not able to make further concessions. His proposal cannot be negotiated. The other party can either agree to it or reject it.

The tactic of the last and final offer works, it achieves the intended goal, when the partner is already tired of the ongoing negotiations. For several days there were heated discussions, many important issues were discussed, favorable terms of almost all points of the contract were developed. Why should all this be wasted? The partner agrees to the last request of the negotiator to seal the contract.

Consider whether the last and final offer is beneficial for you. Perhaps the opponent is trying to force you to agree to terms that are attractive only to him. Think about an alternative solution and present it to your partner. Point to what you have already achieved and ask the contractor if he wants to abandon it all. Present your expectations. Communicate that you cannot agree to the final terms that the other party is proposing. Also tell us about the costs that will be associated with breaking off the negotiations.

Apply counterattacks to defend yourself against the win-lose negotiation technique of the last and final offer: limited power, closure, empathy, summaries, balancing on the scale of values.

The win-lose negotiation technique take so much or nothing is similar to the tactic of the last and final offer. Using this method, the negotiator also points to the existence of certain limitations and the inability to bargain further. However, the technique is used during the talks, not at the end of the negotiation meeting, as is the case with the tactics of the final offer. If we do not agree to the request of our partner, at most we will not agree on a given issue. We will not lose the previously agreed terms of the contract, although certainly the lack of concession on our part will affect the atmosphere of further negotiations. 

Analyze whether the expectations of the other party are realistic and acceptable. Think about what benefits you will receive. Do you like this arrangement? If not, present your suggestions. Suggest other solutions. Turn on creative thinking and talk about the idea you’re thinking about.

Apply balancing on the value scale, enlarging the cake or common interests, if you want to defend yourself against the win-lose negotiation technique take so much or nothing.

Source: https://poradnikprzedsiebiorcy.pl/-techniki-negocjacyjne-win-lose-zwiazane-z-granica-ustepstw

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.