29/11/07
MGT 3428
FacilitationLiu Wai Tung Jack 5Ma Shun Yan Jacqueline 5Ohren Mikael 4Wu Ka Chun Jason 50559381Yan Ho Yee Holly 50600530
Case
When: After dinner
Where: Home
People: A high school student Jack and his mother
What happen: Jack decide to ask his mother to get more pocket money
Background
• Jack and his mother have good relationship
• They don’t want to generate pressure
• They want to generate fair and reasonable outcome
Background
• Jack has more expenditure
want to get more pocket money
• Jack’s mother just bought a computer for Jack and think Jack has enough pocket money
doesn’t want to pay more
They are going to negotiate on this issue
What are objective criteria?
• A kind of standard which is fair and acceptable to both sides
Main function:
• Solve the conflict in an objective view
• Smooth the process of negotiation
How to use objective criteria?
1.Proposed objective criteria at the early stage
2.Make agreement on which agreement should be chosen
3.Negotiate based on the objective criteria developed
Why using objective criteria?
• Build up a fair and objective solution
• Reduce the pressure in negotiation
• Maintenance of good relationship
• Ease the formation of agreement
Debriefing Questions
1. How many objective criteria have you suggested in the negotiation?
2. What are your objective criteria eventually?
3. Will you consider other’s pocket money as an ‘objective option criteria’?
Reminder
• Approached as a shared search for objective criteria
Ask for the reasoning behind the other party’s suggestions
• Keep an open mind• Never give in to pressure, threats, or
bribes