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					Negotiation

  Class 7
  Questions about Negotiation
• Do all negotiations have a winner and a
  loser?
• Is the best strategy to be tough or soft?
• Are the best negotiators born that way?
• Do the best negotiators take risks?
• Do the best negotiators rely on intuition?
• Can you learn from your negotiation
  experiences?
        Negotiation exercise
• Find a partner (groups of 2)
• Read your instructions and plan your
  strategy
• Wait for my go-ahead to begin

• Write down your agreement

• Debrief each other
                  Debrief
• What was your “target point”?
  – What were you aiming to get?
  – How did you set this target?
• What was your “reservation point”?
  – What was the worst arrangement that you
    would be willing to accept?
  – How did you decide on this?
• Goal:
  – Divide up the “zone of possible agreements”
                   Debrief
• What was your “BATNA”?
  – Best Alternative To a Negotiated Agreement?
  – Strategy:
    • what can you do to improve this??
    • Can you find out the other party’s BATNA?
• Should you reveal your BATNA to the
  other party?
                   Debrief
• Who made the first offer? Why?
  – How did this affect the rest of your
    negotiations?
  – How specific was the first offer? Did you
    suggest a range of possibilities?
• What were the counter-offers? Why?
  – Did you re-calibrate your target or reservation
    point?
  – What concessions did you make?
     Negotiation exercise (II)
• Find a NEW partner (groups of 2)
• Read your instructions and plan your
  strategy
• Wait for my go-ahead to begin

• Write down 1 copy of your agreement

• Debrief each other
    Strategies that didn’t work
• Did you try anything that backfired? What
  happened?
• Did your partner try any strategies that
  failed? How did you respond?
        Strategies that may be
             problematic:
• Determination to make the deal “win-win”
• Determination to compromise
    – Equal concessions
•   Focus on a long-term relationship
•   Benevolent / cooperative behavior
•   Taking your time / stalling
•   Lying
    Strategies that should help
• What did you do that was effective in your
  negotiation?
  – Why did it work?
  – Would it always be effective? Why or why
    not?
• What did your partner do that was
  effective in his or her negotiation?
  – Why did it work?
  – Would it always be effective? Why or why
    not?
     Usually useful strategies
• Perspective-taking
  – Trying to figure out what the other party wants
    or needs
• Asking questions
  – What are the other party’s priorities?
• Answering questions (within reason)
     Usually useful strategies
• Unbundle the issues
• Offer “package deals”
• Make multiple offers simultaneously
  – Get away from sequential bargaining
  – Make the different offers equally desirable (to
    you)
  – Make all the offers at the same time
• Ask for concessions
     Negotiation exercise (III)
• Find three other people that you have not
  negotiated with yet (form groups of 4)
• Read your instructions and plan your
  strategy
• Wait for my go-ahead to begin

• Write down 1 copy of your agreement

• Debrief each other
      Multi-party negotiations
• What made this negotiation more
  challenging than the last two exercises?

• Was there anything that worked to your
  advantage?

• Were there any pitfalls? How did you
  handle them?
      Multi-party negotiations
• Set your own priorities and goals
  – Do not let another party decide or argue on
    your behalf
• Try to agree on a process in advance
  – Ok to rotate roles if necessary (e.g., time
    keeper, note taker)
• Stay “at the table”
• Strive for equal participation from all
  groups
      Multi-party negotiations
• Try to agree on something early on
  – What are the issues? What is the process?
• Try not to give in to the “equal shares” bias
• Try not to be too agreeable / disagreeable
• Avoid “sequential bargaining”
  – Don’t vote on one issue at a time
• Argue from principle / fairness
• Don’t reveal your BATNA to your “ally”
          Romance of Teams
• What were the primary arguments in the
  article?
• What did you agree with?
• What did you disagree with?
• What else should have been included?
• What is your overall assessment or
  evaluation of the article? How successful
  were the authors in making their
  arguments?

				
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posted:6/25/2012
language:English
pages:17