integrative negotiation
DESCRIPTION
Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill).TRANSCRIPT
(Lewicki, Saunders & Barry. 2011)
Integrative Negotiation Strategy and Tactics
(Lewicki, Saunders & Barry. 2011)
Integrative Difference?
• Commonalties over differences• Needs & interests over positions• Commit to the needs of all
involved parties• Exchange information & ideas• Invent options for mutual gain• Objective criteria sets standards
(Lewicki, Saunders & Barry. 2011)
Integrative Overview
• Information free flow• Mutual understanding:
needs/objectives• Commonalities &
differences• Search for mutually
satisfying solutions
(Lewicki, Saunders & Barry. 2011)
Integrative Key Steps
• Problem definition• Understanding
– on both sides
• Generate alternative solutions
• Evaluate and choose from created alternatives
(Lewicki, Saunders & Barry. 2011)
Claiming and Creating Value
(Lewicki, Saunders & Barry. 2011)
Identify and Define Problem • Mutually acceptable• Stated with
comprehensive practicality
• Stated as a goal with obstacle identification
• Depersonalize• Separate the problem
from exploring solutions
(Lewicki, Saunders & Barry. 2011)
Fully Understand: Interests & Needs• Concerns, needs, desires,
or fears.–Substantive = key issues–Process = path to
settlement–Relationship interests
indicate values–Principles: Doing what
is fair, right, acceptable, and ethical
(Lewicki, Saunders & Barry. 2011)
Interest Observations• Multiple, always• Diverse interests• Deeply held values• Change• Can be discovered• Difficult• Not necessarily to your
best advantage to surface interests
(Lewicki, Saunders & Barry. 2011)
Generate Alternative Solutions• Create options by redefining
the problem set:– Compromise– Logroll– Modify the pie– Expand the pie– Find a bridge solution– Cut the costs for compliance– Nonspecific compensation– Superordination
(Lewicki, Saunders & Barry. 2011)
Create Alternative Solutions
• Option generation via:
–Brainstorming
–Surveys
–Electronic brainstorming
(Lewicki, Saunders & Barry. 2011)
Evaluate and Select• Narrow the range• Evaluate by:
–Quality –Objective standards–Acceptability
• Advance criteria agreement • Justify personal preferences• Intangible awareness
options• Complexity requires
subgroup evaluation
(Lewicki, Saunders & Barry. 2011)
Evaluate and Select
• Cool off• Logroll exploration,
exploiting differences:–Risk–Expectation–Time
• Tentative until final• Informal until final close
(Lewicki, Saunders & Barry. 2011)
Success Factors
• Common objectives
• Self-confidence (faith, not ego)
• Position validity
• Motivation and commitment to the outcome and collaboration over self interest
(Lewicki, Saunders & Barry. 2011)
Success Factors
• Trust
• Clear and accurate communication
• Understanding the dynamics of integrative negotiation