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Negotiation

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Peggy Law

on 24 April 2014

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Transcript of Negotiation

Negotiation
Integrative
Competitive
Competitive
Negotiation
Win-lose perspective
Fixed pie
“Distributive” negotiation
Win-win perspective
Collaborative bargaining
Expanding the pie

Integrative
Negotiation
Negotiation
Competitive vs Integrative
Diversity and Gender Perspectives
Seven Elements of Principled Negotiation
Game Theory

AGENDA
Goal

Win as much as you can- and especially more than the other side
Controlled by egocentric self -interest
Independent choices
Underlying motivation is competitive
Limited resources prevail
Assumptions
Enlightened self interests
Common interests are valued
Expanded resources
Interdependence is recognized and enhanced

Balancing Power
“Even playing field”, a “level table”
Means to settle by discussion and mutual agreement
Provides a process of problem solving
Involves active engagement, not avoidance
Different outcomes

NEGOTIATION
Assumptions
Communication
Patterns
Makes high opening demands and concedes slowly
Tries to maximizes gains
Exaggerates the value of concessions that are offered
Resists persuasion
Oriented to quantitative/material goals rather than relational goal
Disadvantages
Emotions distort communication
Restricts access to joint gains
Opportunities for impasse
Manipulation and confrontation used
Communication
Patterns


Appreciation
Affiliation
Autonomy
Status
Role that works for each party
Disadvantages
Strongly biased towards cooperation
Avoids confrontational strategies
Takes into consideration others' interests
Requires substantial skill and knowledge
Goal
Mutually agreeable solution
Fair to all parties
How Diversity Affects Negotiations
Gender in negotiation
Different negotiation styles in varying cultures

Seven Elements of Principled Negotiation
1. Attend to the Relationship
2. Attend to all elements of communication
3.Focus on interests, not positions
4. Generate many options
5. Find legitimate criteria
6. Work with fair and realistic commitments
7. Analyze the “Best Alternative to a Negotiated Agreement” (BATNA)

Current Events
Current Events
References
Group A
Wasim Ottman
Peggy Law
Mariam Tsereteli

In Conclusion...
Game Theory

Hocker, Joyce L., and William W. Wilmot. Interpersonal Conflict. Dubuque, IA: W.C. Brown, 1978. Print.

http://dealbook.nytimes.com/2014/03/11/mens-wearhouse-nears-deal-for-jos-a-bank/

http://www.news24.com/MyNews24/Summary-of-What-is-the-situation-with-Russia-Ukraine-and-Crimea-20140305
US v. Russia
Men's Wearhouse and Jos A Bank Merger
Emotion of the day:
"I am grateful for such great group members" - Wasim Ottman
Thank You ! Questions? Comments?
Full transcript