Negotiation Intentions of Mastenbroek

Negotiating and Bargaining
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Marten van der Zee
Analyst, Netherlands

Negotiation Intentions of Mastenbroek

In 1996 Dutch bargaining expert Willem F.G. Mastenbroek developed a bargaining model consisting of four negotiation intentions or negotiation activities:
1. Influence the Content. The main goal is to get the most advantageous compromise. These activities during negotiations get the most attention, because with this the result is tangible. Influencing the content you need to focus on arguments, facts, goals, concessions and conditions.
2. Influence of the Power. The main goal is to strive for balance or overbalance. You can do this by mentioning new or cheap facts to show you have alternatives. Some techniques are: bluffing, pressing or take over initiative.
3. Influence the Relation. To improve your bargaining result, changing the relation is also an option. Hereby you keep contact with an informal and unconstrainted base, and you show interest for personal matters and interdependence.
4. Influence the Proces. Your goal is to increase the flexibility for your benefit. You get this if you search for new information, alternatives or run try outs. Also you can suspend the consultation and informaly ask your opponent for ideas.
If you know the style of your opponent you can analyse them better and recognize their strategy and tricks. You can choose to play their game in your benefit or use it for other opportunities.

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