Name: 交渉戦略の準備 (Preparing Negotiation Strategies)
Uploaded: 2021-01-14T08:15:06.000Z
Duration: 10 min 56 s
Description: VoiceTubeの動画で発音を聞きながら英語表現を覚えよう！学べる英語：

This is part three of our negotiation
book, preparing strategies. So we've

already covered some of the basic, basic
ideas which is negotiation is very

基礎数量詞

normal. It happens in many different ways,
in many different places, not just

business, but also in family, everyday
life. We've also covered that in negotiation

you need to have a goal. You need to make
your goal clear. So if you have a goal,

then what do we look at next? And the
next thing we need to look at is this

idea of how to implement that goal, how
to make that goal actually happen. So

when we talk about how to make a goal
happen, what we're talking about is this

idea of making a plan, making a plan. Now,
In business we talk about plans, don't we?

We have a business plan. When we talk
about finance, we have some kind of cash

flow plan, how are we going to generate
cash flow for the next year. So in

business, we're very used to making plans.
It's very normal. However, in negotiation, I

think we often skip over that idea of
making a plan. We often just jump into

negotiation because we're always
thinking, "I want to get the best. I want

to get more. I want to get a lower price."
But if you have a goal, it's very clear.

Now, you need to think how to get from
the beginning to the end of that goal,

very important in a business negotiation.
And it can help you in a social

negotiation also to understand this idea.
Now, it could be a little bit complicated

because maybe you had a business class
on strategy before. Maybe you've studied

strategies, a very popular business topic.
And there's a lot of thick books, and it

can become very complicated. Well, in this
case, I think we're very lucky because

it's not very complicated luckily. So
let's go ahead and look at this idea of

making a plan and creating a strategy
and executing tactics. So a plan is a way

that you you know get your ideas
together, you formalize. Of course, it's

best when you make a plan to discuss
with your team members, and to write

things down, so you get
clear, and you get unified. Now, for the

plan, you're going to have two basic
parts of the plan--your strategy and your

tactics. And remember strategy. Strategy
is that overall big picture, the big idea

the big thing you're going to do. And
tactics are how do you execute that

strategy. What is the.. what are the
behaviors you actually do to accomplish

that. So strategy is the bigger part.
Tactics are the specific, smaller part. So

strategy is a kind of plan and it
emphasizes, you emphasize this during

your negotiation, but, of course, it's only
useful if everyone on your team is on

the same page, and you all know the same
strategy. If everybody's mixed up and have

different strategies, it's not going to
work. Tactics are the behaviors. And again,

you want to share this with your team
because you want your team all to be

using tactics that are helpful. It
doesn't mean everyone uses the same

tactic, so that's an interesting point. Of
course, everyone's working on the same

strategy, towards the same goal, but then
the tactics may differ because different

team members execute different tactics
to achieve things or they may be good at

different tactics. Or different players,
different, in our game, players, different

negotiators on the team could actually
be helping each other by using different

tactics. For example, we say good cop bad
cop, right? One person acts tough, one

person acts friendly. That's one kind of
way to do it. Okay. So let's think about a

simple example like a child. So, of course,
everyone knows this. When you are children,

if you have a brother or a sister, you
know that you often have a conflict with

your brothers or sisters. And what do you
do? You, of course, appeal to the parents.

you go to your parents and you try to
Get what you want from your parents. Now,

how do you do this? Well, your strategy
may be emotion. That is a child will use

emotion. And then the tactic may be for
example saying, "I love you mommy. Can I

please have this new toy?" So this
strategy is the big idea. It's emotion.

And how do you execute it? one
is to go tell your mommy you love her so

much or maybe to clean the dishes, wash
the dishes and say, "I clean the dishes.

Now, I deserve a reward." So that is a way
to execute that strategy. Now in

negotiation, we're quite fortunate that
there's a very simple idea here that we

can use. And this is really quite amazing
and quite powerful. In negotiation, there

are four basic strategies, and I want
you to pay attention because when we

have our RPGs, you need to sit down and
think in your group, which one of this is

for you. You can only have one. You can only
choose one of these four strategies,  and

the beautiful thing is there's only four. So
let's take a look at the four core

strategies. Accommodation, collaboration
competition, avoidance. So let's take a

look at each one of these very quickly.
Accommodation-- so what are we talking

about when we're doing accommodation?
Accommodation, of course, means that you

just give in whatever the other side
wants. You give it to them. You go ahead

and you give in. Why would you use
accommodation? Well, maybe there's some

kind of special situation in
accommodation, where if you give in now,

you'll get something later at a
different negotiation. Or maybe your

position is just so weak, that you're
really not going to gain much or this

negotiation is not very important so you go
ahead and give in. Anyway, there are

many reasons. We'll talk about in a
minute, but accommodation is one of the

strategies. You give in. The next one is
collaboration. Collaboration-- now

collaboration is a way to work together.
And it's often, very thought of, very

close to the word cooperation, like
cooperation, collaboration, working

together. Avoidance-- of course, avoidance
means you don't negotiate at all, and that's

different than collaboration because
collaboration is working together. It's

different than accommodation, which means
you just give in. And then the last one

is competition, where you try your best
to win. So let me see if I can highlight

these. I got a little bit mixed up here,
come back here. So we've got

accommodation, you give in. Competition--
you fight for everything you can get.

Collaboration-- you work together, and
avoidance-- you just walk away. You don't

negotiate. All right. Let's look at these
a little bit closer. Now, the great thing

here is it's actually not hard to figure
out. You have two questions to ask. If

you ask these two questions, and you
answer them honestly in your team, with

your team members, looking at your
company's position, what's our beginning

position? If you answer these questions,
you'll have your strategy. There's four

possible answers, right? So four
strategies. Let's look first at question

number one. How important is the
negotiation outcome to your team? So that

is how important is the outcome? This
negotiation, right now, the result of this

negotiation, how important is it? Now,
usually, when you work in a company, this

is not up to you. This comes from your
boss, from your managers. And they'll tell

you this negotiation is very important.
And when we play our RPG, each

negotiation, for each group, is going to
have an importance level. So let's say,

for example, this negotiation is just not
important. Your company's already making

a lot of money doing something else. This
is a small cookie, small potato. It's not a

big deal. So your boss tells you, "I want
you to go do this negotiation." But he

does not emphasize this is important or
key to the company, so the outcome of

this negotiation is maybe not that
important. On the other hand, if the

negotiation is very important because
maybe the company is on the verge of

bankruptcy, it's out of money, something's
going wrong, so this negotiation is very

important. We have to make money on this
negotiaon. The importance is very high. So that