negotiation wk1 pres

Meeting People Halfway

Week 1

Overview

Assignments

What is Negotiation?

Core Concepts

Negotiation Style Survey (full / short)

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Course OverviewOverview

Learning Objectives

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Meeting People Half Way

Week: 1 2 3 4 5 6 7 8 9 10 11 12 13

Ice BreakerPrincipled

negotiation- William

Ury

Groups present

their scenario

negotiation Power -

Herb Cohen

Discuss Preparation, strategy, Concession

Planning

negotiation Tactic - Roger

Dawson

negotiation Review

Tactics and introduce Counter Tactics

Groups present

their scenario

7 Point Theory -

Dr. Chester Karrass

Groups present

their scenario

Divide class and run

the scenario

Divide class and run another scenario

Review

Course overview & assignments

Hard vs Soft

negotiation

Class votes for best scenario

PositionInformationCharisma

Time

Groups present

their scenario

Difference between Strategy

and Tactics

Group Work: Design 4 on 4

negotiation scenario


Group Work: Design

full class negotiation


Debrief DebriefPrincipled

negotiation - William

Ury

What is negotiation

?

Create Groups (Try to include all 4 styles

on each team)


the scenario



the scenario

Group Work:

Prepare negotiation

Strategy and

Concession plan

negotiation Power -

Herb Cohen

Core Concepts

Group Work:

design a 1 on 1

negotiation

Debrief

Group Work: Design 2 on 2

negotiation


the scenario

Debriefnegotiation

Tactic - Roger

Dawson

negotiation Style

SurveyDebrief

7 Point Theory -

Dr. Chester Karrass

Learning Objectives

Become aware of personal, social and institutional constraints.

Recognize and counter common negotiation tactics

Design a Negotiation strategy

Design a concession strategy

Understand the form and function of Negotiation Power

Assignments and Exercises

Assignments6 Group writing projects4 Group presentations5 Negotiations12 online activities

6 Group writing projects1 on 1 scenario (week 2)

2 on 2 scenario (week 4)


1/2 class vs on 1/2 class scenario (week 9)

Negotiation Strategy (week 10)

Concession Strategy (week 10)

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4 Group presentations1 on 1 scenario (Week 3)

2 on 2 scenario (Week 5)

4 on 4 scenario (Week 8)

1/2 class vs on 1/2 class scenario (Week 10)

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5 Negotiations1 on 1 scenario (week 3)



(2) 1/2 class vs on 1/2 class scenario (week 11)

12 online activitiesWatch a video a post a comment each week.

Schedule

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GradesEach assignment as well as your class participation

will determine the grade for the class.

This grade will count for 70%.

The final exam will count 30%.

Negotiation Defined

Negotiation is…a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise.

(http://en.wikipedia.org/wiki/Negotiation)

Negotiation is…"To confer, bargain, discuss or exchange issues or matters with another with a view to making arrangements, settling differences, resolving problems or reaching agreement on any subject of common concern.“

-Dr. Chester Karrass

Negotiation is…Negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things. It is as simple as that.

- Herb Cohen

Negotiation occurs when you have something to negotiate…

for(what you want)

with(what you can give)

and about

(the difference in perceived value between what each party wants)

Negotiation Concepts

Negotiation ConceptsAgreementBATNAOfferCompromiseposition

Power

TacticHard negotiationSoft negotiation

Objective criteria

Top 10Close Presentation

Negotiation ConceptsAgreementAspiration levelBATNA Bottom lineCompromise Concession Concession Strategy Constraint Cost Benefit analysisCounter Tactic Creativity Deadlock Empathy Gambit Hard Negotiation

Impasse

Institutional ConstraintInterest

ManeuverMode of Negotiation

Negotiation Negotiation Style

Neutral PartyObjective Criteria

Offer Personal Constraint

Personality StylePosition Power

Principled NegotiationProbing

Risk

Satisfaction Social Constraint Soft Negotiation

Stalemate Strategy

TacticTechnique

Trade-offUltimatums Win – Win

ZOPA

Close Presentation

AgreementA meeting of minds with the understanding and

acceptance of reciprocal rights and duties as to particular actions or obligations.

Top 10Negotiation Concepts

Aspiration level The self imposed limit to what you expect to get.


BATNA Best Alternative To a Negotiated Agreement

Negotiation ConceptsTop 10

Bottom lineThe deciding or crucial factor

Compromise Something that you agree to do or give which

decreases your level of satisfaction.


ConcessionSomething that you give to the other party which may

or may not decrease your level of satisfaction


Concession StrategyA plan which describes the type, order, size and

frequency of each concession you may make during a negotiation. It is best organized by imaging what

the other party wants and should maximize concessions which are no or low cost to you but may

be more valuable to the other party.


Constraint any thought, habit, position or institutional policy

which prevents or limits your satisfaction.


Cost Benefit Analysisdetermines how well, or how poorly, a planned action

will turn out by weighing all the negatives (costs) and all the positives (benefits) before acting or deciding.

Counter Tactic A preemptive or defensive action

to neutralize the opposition’s tactics.


CreativityThe process of discovering innovative or

unimagined ways to increase mutual satisfaction.


DeadlockThe lack of progress has frustrated both sides so much that they see no point in talking to each

other anymore.


EmpathyIs the skill of imagining someone’s situation and understanding their emotion experience as well as

their chosen course of action.


Gambitan opening comment or maneuver intended to secure an advantage or promote a point of view.


Hard NegotiationA negotiation style that focuses on a winner take all

approach with little to no regard for the future consequences or the relationship with the other

party.


ImpasseYou are in complete disagreement on one issue,

and it threatens the negotiations.


Institutional Constraint Any corporate policy, external deadline, or organization

hierarchy which limits your available options.


Interestour needs, desires, concerns and fearswhich form and inform our positions.


Maneuvers Unanticipated and sudden movements or shifts or

diversions of short duration aimed at securing tactical gains in a combative situation.


Mode of Negotiation There are basically four modes of negotiation. Pushing (moving against trying to get your way),Pulling (moving with, seeking mutual agreement),Withdrawing (avoiding conflict and/or

communicating) and Letting be (Remain neutral).


Negotiation

?


Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise.

(http://en.wikipedia.org/wiki/Negotiation)

"To confer, bargain, discuss or exchange issues or matters with another with a view to making arrangements, settling differences, resolving problems or reaching agreement on any subject of common concern.“

-Dr. Chester Karrass

Negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things. It is as simple as that.

- Herb Cohen

Negotiation StyleThe way which is most comfortable for you to negotiate. The four basic styles are Pragmatic,

Analytical, Amiable and Extrovert.


Neutral Partyan objective 3rd party that has no interest in the

outcome of the negotiation.

Objective Criteria Any mutually agreed upon measurements,

benchmarks, or independent reference.


Offer Anything you promise to do or give for the other party.


Personal Constraint any belief or habit which limits your expectation of

satisfaction, your comfort level, or your ability to empathize.


Personality StyleThe most comfortable way for you

to respond or engage.


Position a fixed demand which can only

be accepted or rejected.


Power the explicit and implicit forces which drive the negotiation process. The amount of Power each

party has is often under or over estimated.


Principled Negotiationa negotiation style championed by William Ury which

seeks the middle point between Hard and Soft negotiation styles.


Probing The skill of asking questions and making clarifying

statements to discover mutual satisfaction.


RiskExposure to the chance of injury or loss.

Satisfaction What each party is ultimately seeking

to achieve from the negotiation.


Social Constraintany mutual stakeholder’s desire, behavior, or attitude

which limits your level of satisfaction.


Soft NegotiationA negotiation style which focuses on preserving the

relationship and making sure the other party is comfortable with the deal.


StalemateBoth sides are still talking, but seem unable to make

any progress toward a solution.


StrategyA well thought out game plan; a calculated and planned effort to achieve a given set of goals or

objectives.


TacticsA set of highly skillful acts performed with a degree of

finesse for gaining an advantage in terms of positions envisioned in a plan.


TechniqueA tested method or mode or approach based on

theoretical and/or pragmatic considerations, employed for the purpose of attaining a level of

performance that one is able to forecast in a rational manner.


Trade offthe exchange of one thing for another of more or

less equal value, especially to effect a compromise.


Ultimatuma final, uncompromising demand or set of terms

issued by a party to a dispute, the rejection of which may lead to a severance of relations or to the use of

force.


Win - Wina situation in which each party benefits in some way.


ZOPAZone Of Possible Agreement


Survey InstructionsPlease respond to the following statements in terms of

what you believe you do when negotiating with others. Base your answers on your typical day-to-

day activities. Be as frank as you can.

For each statement,please enter on the Negotiation Styles Survey Answer

Sheet the number corresponding to your choice of the five possible responses.

(1, 2, 3, 4, or 5)

5 possible responses.(1, 2, 3, 4, or 5)

1 If you have NEVER (or very rarely) observed yourself doing what is described in the statement.

2 If you have observed yourself doing what is described in the statement OCCASIONALLY, BUT INFREQUENTLY: that is, less often than most other people who are involved in similar situations.

3 If you have observed yourself doing what is described in the statement about AN AVERAGE AMOUNT: that is, about as often as most other people who are involved in similar situations.

4 If you have observed yourself doing what is described in the statement FAIRLY FREQUENTLY: that is, somewhat more often than most other people who are involved in similar situations.

5 If you have observed yourself doing what is described in the statement VERY FREQUENTLY: that is, considerably more often than most other people who are involved in similar situations.

5 possible responses.(1, 2, 3, 4, or 5)

1 NEVER

2 OCCASIONALLY, BUT INFREQUENTLY

3 AN AVERAGE AMOUNT

4 FAIRLY FREQUENTLY

5 VERY FREQUENTLY

Survey InstructionsEnter the score you assign each statement (1,2,3,4, 0r 5) in the blank. Please note: the item numbers progress across the page from left to right. When you have all your scores, add them up

vertically to attain four totals. Insert a "3" in for any unanswered questions.

I focus on the entire situation or problem.2. I evaluate the facts according to a set of personal

values.3. I am relatively unemotional.4. I think that the facts speak for themselves in most

situations.

I enjoy working on new problems.6 I focus on what is going on between people

when interacting.7. I tend to analyze things very carefully.8. I am neutral when arguing.

I work in bursts of energy with slack periods in

between.10. I am sensitive to other people's needs and feelings.1 1. I hurt people's feelings without knowing it.12. I am good at keeping track of what has been said in a

discussion.

I put two and two together quickly.14. I look for common ground and compromise.15. I use logic to solve problems.16. I know most of the details when discussing

an issue.

I follow my inspiration of the moment.18. I take strong stands on matters of principle.19. I am good at using a step-by-step approach.20. I clarify information for others.

I get my facts a bit wrong.22. I try to please people.23. I am very systematic when making a point.24. I relate the facts to experience.

I am good at pinpointing essentials.26. I enjoy harmony.27. I weigh the pros and cons.28. I am patient.

I project myself into the future.30. I let my decisions be influenced by my

personal likes and wishes.31. I look for cause and effect.32. I focus on what needs attention now.

When others become uncertain or

discouraged, my enthusiasm carries them along. 34. I am sensitive to praise. 35. I make logical statements.36. I rely on well tested ways to solve problems.

I keep switching from one idea to another. 38. I offer bargains. 39. I have my ideas very well thought out. 40. I am precise in my arguments.

I bring others to see the exciting possibilities in a

situation. 42 I appeal to emotions and feelings to reach a "fair" deal. 43. I present well articulated arguments for the proposals I

favor. 44. I do not trust inspiration.

I speak in a way which conveys a sense of excitement to

others. 46. I communicate what I am willing to give in return for what I

get. 47. I put forward proposals or suggestions which make sense

even if they are unpopular. 48. I am pragmatic.

I am imaginative and creative in analyzing a situation. 50. I put together very well-reasoned arguments.51. I actively solicit others' opinions and suggestions.52. I document my statements.

My enthusiasm is contagious.54. I build upon others' ideas.55. My proposals command the attention of others.56. I like to use the inductive method (from facts to

theories).

I can be emotional at times.58. I use veiled or open threats to get others to comply.59. When I disagree with someone, I skillfully point out

the flaws in the other's argument.60. I am low-key in my reactions.

In trying to persuade others, I appeal to their need

for sensations and novelty.62. make other people feel that they have something of

value to contribute.63. I put forth ideas which are incisive.64. I face difficulties with realism.

I point out the positive potential in discouraging or

difficult situations.66. I show tolerance and understanding of others'

feelings.67. I use arguments relevant to the problem at hand.68. I am perceived as a down-to-earth person.

I go beyond the facts.70. I give people credit for their ideas and

contributions.71. I like to organize and plan.72. I am skillful at bringing up pertinent facts.

I have a charismatic tone.74. When disputes arise, I search for the areas of

agreement.75. I am consistent in my reactions.76. I quickly notice what needs attention.

I withdraw when the excitement is over.78. I appeal for harmony and cooperation.79. I am cool when negotiating.80. I work all the way through to reach a

conclusion.

1

5

9

13

17

21

25

29

33

37

41

45

49

53

57

61

65

69

73

77

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=

2

6

10

14

18

22

26

30

34

38

42

46

50

54

58

62

66

70

74

78

3

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11

15

19

23

27

31

35

39

43

47

51

55

59

63

67

71

75

79

4

8

12

16

20

24

28

32

36

40

44

48

52

56

60

64

68

72

76

80

Please total each column.

+

=

+

=

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=EX AM AN PR

negotiation wk1 pres

Education

12 class scenario

12 class

roger dawson

scenariodivide

concession

kindle edition

negotiation

bottom line