Sept 29, 1997 - Class 3

Negotiating Styles

        

                   |competing              collaborating
                   |
   Concern for self|           compromise
   Assertiveness   |
                   |avoiding               accomodating
                   ------------------------------------
 
                           Concern for other
                           Cooperativeness

Distributive bargaining

Assume that the solution space is along a diagonal - i.e. there is a pie to be divided, and either you win or I win, or at best we compromise and divide things in half.

win/lose
divides up value
just concentrates on substance

Integrative bargaining

Seeks to enlarge the pie by seeking creative solutions that satisfied both interests.

win/win
creates value
emphasizes relationship as well as substance

Expanding the pie:

The process of adding elements to a negotiation which help one or both sides to gain more - a basic task in making negotiations more integrative.

There are usually elements that are valued differently by each party and often they have a characteristic that one side will gain a little, give up nothing, or suffer only a small loss in return for great gain to the other.

Positions vs Interests:

A position is what you say you want or must have. An interest is why you want what you want. Interest-based bargaining adds integrative potential. i.e. it may help you to generate possible solutions that will contain elements of value to both parties.

Remember the four guidelines:

Separate the People from the Problem
Concentrate on Interests, not Positions
Generate lots of Possible Options for Mutual Gain before deciding
Use Objective, rather than Emotional, criteria

Separate the People from the Problem

Put yourself in their shoes
Don't deduce their intentions from your fears
Don't blame them for your problem
Discuss each others perspectives w/out blame
Be hard on the problem, soft on the people
Allow for facing saving
Determine causes for emotions
Let them recount their grievances
Don't react to emotion with emotion
Improve communication
Show respect for their ideas
Strive to maintain the relationship

Concentrate on Interests, not Positions

Ask open ended questions, ask "why", "why not"
Have an open mind rather than a predetermined solution
Strongly advocate for your interests

Role Play - Fund Raising Event

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