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Another surprising feature of our negotiations was the lack of back-and-forth collaboration and dialogue. In short, we did not engage in integrative bargaining or dynamic negotiation. I simply spat out my asking price based on what I had expected to receive based on the BATNA. Forgetting the condition of the engine and the other possible features my partner valued when he did spend time looking under the hood, I failed to probe my partner for his needs. I should have asked, for example, what he wanted to use the car for, if he has owned a similar automobile, and whether or not he was a collector. Had I gleaned some extra information about my partner, the two of us could have worked harder on "creating" value than on "claiming value." As the case progressed I realized that I had succeeded at neither.
The brevity and lackluster nature of the negotiations was one of the most frustrating and surprising features of the simulation. I learned that the successful negotiator engages the partner in dialogue...
Using a more integrative approach, advocated in the text, my partner and I might have embarked on a more dynamic and stimulating negotiations process. My confidence level was deplorably low entering into the negotiations; I had already assumed the car was next to worthless and was only too willing to sell fast at any price above the BATNA.
A also concluded that my negotiation style differs according to my partner's. For example, my partner in the simulation was likewise passive and therefore we engaged in distributive bargaining rather than integrative bargaining. We failed to probe first and disclose later. When I have negotiated with more assertive salespeople or buyers, their confidence rubs off on me and I respond in kind, with elevated enthusiasm and more willingness to create value for mutual benefit.
References
Shell, R.G. Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin (1999).
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