Nature of negotiation

Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill).

1. Ch 1 - The Nature of Negotiation (Lewicki, Saunders & Barry. 2011) LRD 655 - Wallace

2. Daily Occurrences Negotiation is something that everyone does to varying degrees. 1- 2

3. Negotiations Sharing or dividing limited resources Creation of something new Collaboration Mergers & acquisitions Dispute resolution Customer service

4. Not Bargaining Bargaining is a competitive win-lose tactic (old school). Negotiation requires win-win objectives for complex situations that are mutually acceptable to all stakeholders. 1- 4

5. Negotiation Key Themes Definitions and characteristics Interdependence Conflict dynamics and management processes.

6. Characteristics Two or more parties Conflict between needs and desires We believe we can do better by negotiating We should expect a “give-and-take” process

7. Characteristics We seek agreement over : Openly arguing Surrendering Discontinuing contact permanently Hiring third party mediation Successful negotiation involves: Managing the tangibles Resolving intangibles Psychological motivations

8. Interdependence Mutual need Interdependent goals are a highly important aspect of negotiation Win-lose: I win, you lose won’t work. Win-win: Both sides gain. Win-win-win: Other stakeholders gain.

9. Interdependence

10. Outcomes Interdependence levels and situation structure guide both processes and outcomes Zero-sum or distributive – one winner Non-zero-sum or integrative: mutual benefits

11. Alternatives (BATNA)

12. Mutual Adjustment Mutual influence is ongoing Primary change force External locus of control Continual adjustment

13. Concession Making

14. Two Dilemmas HONESTY TRUST 1- 14

15. Value Claiming & Creation Selfish Sharing or

16. Value Claiming & Creation

17. Value Differences Interests Visions Risk Time

18. Conflict

19. Levels of Conflict Intrapersonal- Intrapsychic Interpersonal

20. Group Levels of Conflict Intragroup Intergroup

21. Dysfunctions Competitive, win-lose goals Misperception and bias Emotionality Decreased communication Blurred issues Rigid commitments Magnified differences - minimized similarities Escalation of conflict

22. Functions and Benefits Organizational members more engaged with increased coping skills via discussion . Promises organizational adaptation and change. Improves relationships and heightens morale. Promotes self awareness and empathy. Enhances personal development. Builds psychological development & improving self analysis. Can be stimulating and fun.

23. Dual Concerns Model

24. Dual Concerns Model Graphic Source: Emerald Insight

25. Conflict Management 1- 25 Contending Inaction Yielding Problem Solving Compromising

26. Your Patterns?

27. Assignments Watch the Video Read Chapter 1 Research Body Language and post in the Discussion Thread Journal Take the Chapter 1 Quiz

28. Time to Grow