Reflect on these four techniques utilised. Identify if the method was executed effectively and if it achieved the desired reaction. Explain if the execution of the technique could be improved in future disputes.

 

 

 

• Negotiation technique 1: The calibrated question is a technique used in order to get the other person to think about what they are saying and perhaps change their position without haggling. The calibrated question technique was used by the challenger in order to get the suspect to think about the result and perhaps lower the cost without haggling. This is done by asking a question that is not too direct, but still gets the point across.
• For example, in the roleplay, Joseph may have asked Challenger, "How are we supposed to afford that?", in order to get Challenger to think about the result and perhaps lower the cost without haggling. The goal of the calibrated question is to get the other person to think about what they are saying and perhaps change their position without haggling. This technique is used to avoid a direct confrontation and is often seen as more polite than haggling.

 

• Negotiation technique 2: The challenger also used the technique of giving a specific, not-rounded number in order to give the impression that their Remuneration was calculated and simply declining the current cost in a polite way. This technique is typically used in order to make the other party feel as though they are being reasonable, and it also creates a sense of urgency as the challenger is essentially saying that they are not interested in haggling.
• The  challenger used the technique of calibrated questioning when they asked the suspect "How are we supposed to afford that?" This technique is used in order to get the other party to think about the result and perhaps lower the cost without haggling.
   

 

 

• Negotiation technique 3: The hard ball
• Hardball is a negotiation technique in which the negotiator refuses to budge on their position, no matter what the other person says. This technique is often used as a last resort i.e when the negotiator is confident in their position and is not willing to make any concessions. For example, in the roleplay, Jafar may have refused to budge on the price, no matter what Joseph said.
• The goal of the hard ball is to get the other person to budge on their position. This technique is often used as a last resort, when the negotiator is confident in their position and is not willing to make any concessions.

 

• Negotiation technique 4: The good cop/bad cop is a negotiating strategy in which one negotiator plays the position of the good cop, who is understanding and easy to deal with, and the other negotiator takes on the character of the bad cop. who is uncompromising and difficult to work with. This technique is often used to put pressure on the other negotiator by making them feel like they need to make a concession in order to avoid the bad cop.
• For example, in the roleplay, Challenger may have used this technique by saying something like, "I don't want to have to go to the other contractors, but your price is just too high. I'm sure we can come to a better agreement if you're willing to work with us."
• This would make the Suspect feel like they need to lower their price in order to avoid the Challenger going to the other contractors.