Introduction to Negotiation Strategy
At Oak Spring University, we provide corporate level professional Negotiation Strategy and other business case study solution. An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise case study is a Harvard Business School (HBR) case study written by Tom Butler, Ciaran Murphy. The An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise (referred as “Capabilities Smse” from here on) case study provides evaluation & decision scenario in field of Technology & Operations. It also touches upon business topics such as - negotiation strategy, negotiation framework, .
Negotiation strategy solution for case study An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise ” provides a comprehensive framework to analyse all issues at hand and reach a unambiguous negotiated agreement. At Oak Spring University, we provide comprehensive negotiation strategies that have proven their worth both in the academic sphere and corporate world.
What’s my BATNA (Best Alternative To a Negotiated Agreement) – my walkaway option if the deal fails?
What are my most important interests, in ranked order?
What is the other side’s BATNA, and what are his interests?
There is a dearth of research on the capabilities of innovative small-to-medium software enterprises (SMSEs). Understanding how SMSEs build and apply business and information systems (IS) capabilities is important, as such firms account for over 90% of software enterprises operating in Europe and the US. This paper elaborates and applies dynamic capability theory to explore and help understand the web of conditions and factors that shaped and influenced business and IS capability development and application in one European SMSE. Drawing on the overarching theory of dynamic capabilities, a theoretical model is presented that posits relationships among (1) a firm's past activities; (2) its integration, learning and reconfiguration, and transformation capabilities; (3) its financial, complementary, locational, and technological asset positions; and (4) the products and services that result, and which are of value to an SMSE's customers. The paper refines and elaborates the model by describing and enumerating the business and IS capabilities, assets, and products and services of the SMSE under study. To properly assess whether this firm's products and services were of value to its customers, research was also conducted at two customer sites in Ireland and the US, in addition to the investigation at the primary research site in Dublin. The study therefore informs both practitioners' and researchers' understandings of this complex and under-researched phenomenon: for practitioners, it highlights the characteristics required to build innovative software solutions; for researchers, it illustrates the patterns and regularities associated with the development and application of business and IS capabilities.
By interests, we do not mean the preconceived demands or positions that you or the other party may have, but rather the underlying needs, aims, fears, and concerns that shape what you want. Negotiation is more than getting what you want. It is not winning at all cost. Number of times Win-Win is better option that outright winning or getting what you want.
Options are the solutions you generate that could meet your and your counterpart’s interests . Often people come to negotiations with very fixed ideas and things they want to achieve. This strategy leaves unexplored options which might be even better than the one that one party wanted to achieve. So always try to provide as many options as possible during the negotiation process. The best outcome should be out of many options rather than few options.
When soft bargainers meet hard bargainers there is always the danger of soft bargainers ceding more than what is necessary. To avoid this scenario you should always focus on legitimate standards or expectations. Standards are often external and objective measures to assess the fairness such as rules and regulations, financial values & resources , market prices etc. If the negotiated agreement is going beyond the industry norms or established standards of fairness then it is prudent to get out of the negotiation.
Every negotiators going into the negotiations should always work out the “what if” scenario. The negotiating parties in the “An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise” has three to four plausible scenarios. The negotiating protagonist needs to have clear idea of – what will happen if the negotiations fail. To put it in the negotiating literature – BATNA - Best Alternative to a Negotiated Agreement. If the negotiated agreement is not better than BATNA then there is no point in accepting the negotiated solution.
One of the biggest problems in implementing the negotiated agreements in corporate world is – the ambiguity in the negotiated agreement. Sometimes the negotiated agreements are not realistic or various parties interpret the outcomes based on their understanding of the situation. It is critical to do negotiations as water tight as possible so that there is less scope for ambiguity.
Many negotiators make the mistake of focusing only on the substance of the negotiation (interests, options, standards, and so on). How you communicate about that substance, however, can make all the difference. The language you use and the way that you build understanding, jointly solve problems, and together determine the process of the negotiation with your counterpart make your negotiation more efficient, yield clear agreements that each party understands, and help you build better relationships.
Another critical factor in the success of your negotiation is how you manage your relationship with your counterpart. According to “Tom Butler, Ciaran Murphy”, the protagonist may want to establish a new connection or repair a damaged one; in any case, you want to build a strong working relationship built on mutual respect, well-established trust, and a side-by-side problem- solving approach.
According to
Harvard Business Review
, there are three types of negotiators – Hard Bargainers, Soft Bargainers, and Principled Bargainers.
Hard Bargainers – These people see negotiations as an activity that they need to win. They are less focused less on the real objectives of the negotiations but more on winning. In the “An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise ”, do you think a hard bargaining strategy will deliver desired results? Hard bargainers are easy to negotiate with as they often have a very
predictable strategy
Soft Bargainers – These people are focused on relationship rather than hard outcomes of the negotiations. It doesn’t mean they are pushovers. These negotiators often scribe to long term relationship rather than immediate bargain.
Principled Bargainers – As explained in the seven elemental tools of negotiations above, these negotiators are more concern about the standards and norms of fairness. They often have inclusive approach to negotiations and like to work on numerous solutions that can improve the BATNA of both parties.
Open lines of communication between parties in the case study “An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise” can make for an effective negotiation strategy and will make it easier to negotiate with this party the next time as well.
Tom Butler, Ciaran Murphy (2018), "An Exploratory Study on IS Capabilities and Assets in a Small-to-Medium Software Enterprise Harvard Business Review Case Study. Published by HBR Publications.
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