2 Agenda Introduction and Overview Syllabus Negotiation Exercise DiscussionWrap-up
3 Agenda Introduction and Overview Syllabus Negotiation Exercise Prepare for NegotiationBreakNegotiate/Debrief in pairsDiscussionWrap-upTake AwaysWhat’s Next
4 What is Negotiation?Negotiation a field of knowledge that focuses on gaining the favor of people from whom we want things. –Herb Cohen
5 We negotiate whenWe decide which movie to see with our significant otherWe decide which city to live in with our spouseWe look to buy a carWe try to get a raiseWe try to get into a class that is full
6 More formally defined, we negotiate when Two or more parties must make a decision about their interdependent goals.Parties are committed to a peaceful means of resolving a dispute.There is no clear of established method for making a decision among multiple parties.
7 What is power? The capacity of one party to influence another. Power and NegotiationWhat is power?The capacity of one party to influence another.
8 MisPerceptions of power in negotiation Extreme claims, followed by small, slow concessionsBluffing and lyingThreats or warningsBelittling the other party’s alternativesGood cop, bad copTake-it-or-leave-it offersPersonal insults or ruffling feathersFrom Common hard-bargaining tactics by R.H Mnookin
9 What is power? The capacity of one party to influence another. Coercive PowerReward powerLegitimate powerExpert powerReferent power (who you know)
10 What is power in negotiation? power of an elegant solutionpower of commitmentpower of informationsocial-relational powerWho you knowHow you relate to others(BATNA)
11 Focus of this course • Strategy/Style • Process • Sub-Processes • Sources Power
12 Strategy and Style Distributive (fixed-pie) Strategy Integrative (expanding the pie)Mixed-motiveStyleCompetitiveCooperativeAvoidAccommodate (give-in)
13 Negotiation Process Process Preparation─”prepare, prepare,prepare” Relationship BuildingExchanging InformationOpening and Making ConcessionsClosing and Gaining Commitment
14 Negotiation Sub-processes Communication/PersuasionRelationship buildingSelf-awarenessOther-awareness (Intersubjectivity)-know what the other is thinking /feeling
15 Syllabus Class participation (15%) Grading and Assignments Quality of discussion in class (5%)Performance on negotiation exercises (10%)Pre-Exercise Diagnoses and Journals (60%)Weekly pre-exercise diagnoses (30%)Analytic Journal A and B (15% and 15%)Short Self-Assessment Paper (25%)
16 SyllabusAttendance-Course has an attendance policy that is strictly enforced. You are expected to participate in all negotiation exercises and discussions.Medical excuses (written by a physician), deaths in the immediate family, and personal emergencies are the only acceptable excuses for missing an exercise.
17 Syllabus Books and Course pack Reference: Lewicki et al. Essentials of NegotiationPaperbacks: (language of negotiation)Fisher, R. et al. Getting to Yes:Ury, W. Getting Past NoCourse packand required self-assessments: 1) Keirsey Sorter (MBTI)2)FIRO Element B (online)
20 New Recruit Negotiation Assume the recruiter is not the person who will be working directly with the candidate.
21 New Recruit Negotiation Read CaseTake a 10 minuteBreak Begin negotiationPost-negotiation:Fill out negotiation agreementFill out Feedback formDebrief with PartnerTurn in Feedback form to TAPrepare for class discussion
22 Discussion Bargaining Range? Did you set a Goal? Aspiration? Did you set a minimum/maximumacceptable?Reservation pointResistance pointZone of Possible Agreement
23 Negotiation Strategy Style Compete Distributive/ Fixed pie Compromise AvoidGive in
24 BATNABest Alternative to a Negotiated Agreement
26 Take Aways One’s BATNA is Power Prepare know your goals and your situationplan your style and strategyFocus on your aspiration
27 What’s Next Exercise: Computron (pick up from folder) Reading: Mnookin “Empathy vs. assertiveness”Lewicki et al. “Tactics of Distributive Bargaining”Cohen. “Getting your feet wet”FYISebenius: “Negotiation Lessons From the BrowserWars”