Chelst & Canbolat Value Added Decision Making 04/08/12 1 Chapter 15 Author: Hal Stack The Other Perspective Chapter 15: Negotiated Decisions Relevance of other perspective Negotiations – Mutual acceptance of decision with negotiating partner: Key: Understand other perspective’s concerns Ethical – Decision may impact others Key: Perceive impact Game Theory –reaction by competitor Key: Anticipate actions and factor into initial actions
Chelst & Canbolat Value Added Decision Making 04/08/12 2 Chapter 15 Author: Hal Stack Activity—Your experience with negotiations Successful or Unsuccessful, One time or part of long-term relationship? Personal Purchase Parent and child Home contractor or landlord Business Customer problem Contract Contract dispute Other: volunteer organization
Chelst & Canbolat Value Added Decision Making 04/08/12 3 Chapter 15 Author: Hal Stack Issues to be Negotiated Tangible Price Duration Coverage Intangible – underlying psychological motivation Fairness Precedent setting Reputation
Chelst & Canbolat Value Added Decision Making 04/08/12 4 Chapter 15 Author: Hal Stack Types of Negotiations Single issue such as price – very limiting Distributive “fixed” pie – your increased share comes from my decreased share Multi-issue – preferred bigger pie Issues important to my side are not “as” important to your side Job security Number of jobs Market opportunities for supplier or reputation Profits Deal making involves upfront negotiations Conflict resolution emotional
Chelst & Canbolat Value Added Decision Making 04/08/12 5 Chapter 15 Author: Hal Stack Interests instead of bargaining positions Position = one party’s solution to negotiations Argue relative merits of each position Attack merits of other position and often ignore concerns Confrontational win-lose: may just split the difference 2011 National debt negotiations and budget deficits Interests = underlying needs Why is this important to you? Egypt and Israel in Sinai Israel security and Egyptian sovereignty Salary request motivation Individual: Financial need or financial security or ego, Company: precedents, total cost, flexibility
Chelst & Canbolat Value Added Decision Making 04/08/12 6 Chapter 15 Author: Hal Stack Frame Issues Define the issue: What is the issue? Why is it important to us? What is the current situation? Who is affected and how are they affected? What has contributed to making this an issue? What will happen if nothing is done? Identify stakeholder interests involved: What is at stake for you and other key stakeholders on this issue? Different generations or classes of people!! Ongoing 2012 US (and European) budget debates NBA stars vs masses Retirees, existing workers, and new workers
Chelst & Canbolat Value Added Decision Making 04/08/12 7 Chapter 15 Author: Hal Stack Activity – Health care benefits Position of Employer: Employees must pay more of the cost of health insurance. Interest of Employer: _______________________________ Position of Union: The employees will not pay more. Interest of Union and Employees: _______________________________
Chelst & Canbolat Value Added Decision Making 04/08/12 8 Chapter 15 Author: Hal Stack KEY: Understanding other sides interests Problem: Biased partisan perceptions I am reasonable and you are not Creating value vs claiming share of value Requires sharing information about preferences and concerns Openness and trust Negotiations are a dynamic process with biases Escalation of commitment, confirmation bias, sunk cost, endowment affect of having something, anchoring, overconfidence of winning NBA 2011 strike – negotiate salaries as share of wealth
Chelst & Canbolat Value Added Decision Making 04/08/12 9 Chapter 15 Author: Hal Stack Negotiation Process Steps Preparation Assessment of Self – Goals to achieve and BATNA Other party – Goals to achieve and BATNA Situation: importance of relationship, time pressures, and differences in power (unions) Raise cap on national debt Value Creation Strategies: Solve the other’s problems, beneficial trades and contingent contracts Tactics: Ask questions, build trust, share information Value Claiming Closure of negotiations
Chelst & Canbolat Value Added Decision Making 04/08/12 10 Chapter 15 Author: Hal Stack Table 15.2: Negotiating the purchase of a used car: Information Seller’s InformationBuyer’s Information The seller needs a larger vehicle that will enable him to expand his business, in which he delivers and sets up computers for a local computer store. The buyer, a commuter student at the local college, has $3,450 to spend. Borrowing funds from family and friends is not possible. The Blue Book retail value of the car is $4,000 and a dealer has offered $3,350 as a trade-in on a new car. The buyer wants a small, fuel efficient car for getting to school and to his part-time job. A local mechanic has certified that the car is in good condition except for the wear on the tires. The buyer hopes to purchase the vehicle for $3,100 and have sufficient money remaining for insurance. The seller has advertised the car for $3,750. Possible area of tradeoff – Payment schedule: less money upfront but more in total
Chelst & Canbolat Value Added Decision Making 04/08/12 11 Chapter 15 Author: Hal Stack Figure 15.1: Zone of Possible Agreement (ZOPA) Buyer Seller Target Price ($3,100) Target Price ($3,750) Reservation Price ($3,450) Reservation Price ($3,350) ZOPA BATNA = Best Alternative To No Agreement ZOPA = Zone Of Possible Agreement: Overlap Region
Chelst & Canbolat Value Added Decision Making 04/08/12 12 Chapter 15 Author: Hal Stack Job Offer & Assessing other needs Initial offer an anchor? Company Salary scale or signing bonus? Immediate need to fill position Location (jobs in Detroit) Financial situation: short term vs long-term Uncertainty of performance Worker Has current job? Or out of work 6 months? Financial stress and debt (student loans) Willingness to relocate Need for security Spouse status External Job market for skills
Chelst & Canbolat Value Added Decision Making 04/08/12 13 Chapter 15 Author: Hal Stack Solve other sides problem Face saving gestures Job security for workers Health care coverage for seniors Day care for younger people Provide stable and predictable costs for company
Chelst & Canbolat Value Added Decision Making 04/08/12 14 Chapter 15 Author: Hal Stack Contingent contracts: If-Then Differences in forecast and understanding Royalties on sales Performance of athlete Growth in cost of living or cost of health care Profitability or revenues Sports team and union contracts share of revenues Car market and plant closings Length of productive performance Differences in attitude towards risk and time value How much for sure and how much contingent on uncertain developments in economy or performance Money now or later
Chelst & Canbolat Value Added Decision Making 04/08/12 15 Chapter 15 Author: Hal Stack Table 15.4 Planning Document for each issue
Chelst & Canbolat Value Added Decision Making 04/08/12 16 Chapter 15 Author: Hal Stack Long-term relationship & negotiations risks Use of Power to impose solution Threat of overseas outsourcing (American Axle) Threat of bankruptcy Threat of no new business to supplier Post settlement negotiations – changes only if both benefit from better solution US budget – imposed automatic deficit reduction if no alternative reached
Chelst & Canbolat Value Added Decision Making 04/08/12 17 Chapter 15 Author: Hal Stack Sports: negotiation a deal A major league catcher, nearing the end of his career, is hoping to negotiate a contract with a major league team in his hometown. Looking for a career after playing career ends The same team finds itself in need of an experienced catcher. because of injury How should the parties prepare for these negotiations? What issues are likely to arise?
Chelst & Canbolat Value Added Decision Making 04/08/12 18 Chapter 15 Author: Hal Stack Sports Player – Interests & Goals Sports Player – Interests & Goals
Chelst & Canbolat Value Added Decision Making 04/08/12 19 Chapter 15 Author: Hal Stack Sports Player – Interests & BATNA Sports Player – Interests & BATNA
Chelst & Canbolat Value Added Decision Making 04/08/12 20 Chapter 15 Author: Hal Stack Team & Catcher Perspectives: Creative Solutions Uncertainties, Interests and concerns Fitness of catcher and performance Return of injured player one-year contract Team performance and revenue Career after baseball playing Broadcasting career in his hometown, Contract eases him into doing color commentary on television. Working with the catcher to sponsor baseball camps Set up speaking engagements in the community Contingent contracts Uncertainty of fitness –games played, team success Salary: base plus partial linked to performance Salary fairness Separate salary for his work as a broadcaster self-image: salary be appropriate to his status
Chelst & Canbolat Value Added Decision Making 04/08/12 21 Chapter 15 Author: Hal Stack Baseball and Free Agency More and more players are seeking long-term contracts in their mid-20s as they are in the early prime years and a couple of years from free agency. Want to stay in one city Willing to give up free agency which would maximize salary but carries risk Number of years of salary guaranteed
Chelst & Canbolat Value Added Decision Making 04/08/12 22 Chapter 15 Author: Hal Stack Hospital and IT Contractor Dispute Hospital dispute with IT supplier over the implementation of electronic record system. Failure to resolve this dispute will cost the hospital several million dollars Hospital is on the verge of bankruptcy. Without resolution, IT company will Damage its credibility in a rapidly growing market and Lose much of the money it has invested in the project. Lawsuits and counter suits How should the parties proceed?
Chelst & Canbolat Value Added Decision Making 04/08/12 23 Chapter 15 Author: Hal Stack Ethical Issues Deception vs integrity Claim that impossible to… I have no choice but to… Puffing – bragging about capabilities NO fraudulent claims – misrepresentation of material fact the other party relies upon Three frameworks Poker school – game with rules but everything else is OK Idealist – element of social life: candid but still do not reveal everything, do not volunteer information Pragmatist – concern about questionable behavior that affects reputation Research your bargaining partner’s reputation
Chelst & Canbolat Value Added Decision Making 04/08/12 24 Chapter 15 Author: Hal Stack Hospital and IT Contractor Interests Hospital Working system Increased net revenue System in place quickly Reputation Staff acceptance and use of system Computer Co. Profitability Future sales to health systems Tested generic data entry software Reputation Staff acceptance and use of system
Chelst & Canbolat Value Added Decision Making 04/08/12 25 Chapter 15 Author: Hal Stack