Conflict, Negotiation, and Intergroup Behavior

1
Negotiation
6J130 3/30
From this...
to this...
2
Concepts and Terms

• Robbins, Ch. 12
• Negotiation defined
• Negotiation process
• Two types of negotiation

• Lecture Supplements
• Distributive tactics
• Activity and lessons learned
• Salary negotiation tips

3
The Negotiation Process
Preparation Planning
Definition of Ground Rules
Clarification Justification
Bargaining Problem Solving
Closure Implementation
4
Distributive Bargaining

• Target points
• Resistance points
• Aspiration range
• Has to be an overlap in aspiration ranges
• Settlement range

Settlement Range
As Aspiration Range
Bs Aspiration Range
As Target Pt.
Bs Target Pt.
Bs Resist. Pt.
As Resist. Pt.
5
Distributive Bargaining Tactics

• Used to create psychological pressure that will
  get the other party to yield to you!
• Silence or is that the best you can do?
• Nibble
• Use an ultimatum
• Verify authority

6
Negotiation

• Activity

7
Negotiation Activity

• Get with your case groups.
• Receive and read case hand-out. (5 min)
• Select your negotiator and a strategy to
  follow what are your target and resistance
  points? (5 min)
• Pair up with other discussion groups, begin
  negotiation (10 min) all other members watch and
  take notes.

8
Negotiation Format

• Negotiation is unformatted, talk at will!
• Observers think about these questions
• Can you determine the other groups target and
  resistance points?
• What tactics are being used?
• How are the negotiators treating each other?
• Negotiate with other groups
• 2 vs. 3 8 vs. 9
• 4 vs. 5 10 vs. Jacks
• 6 vs. 7 Casinos vs. Kings
• Stars vs. Aces

9
Negotiation

• Debrief

10
Two Approaches to Negotiation
Distributive Integrative Bargaining
Bargaining

• Fixed amount of
• resources
• I win, you lose
• Opposed to each
• other
• Short term view

• Variable amount of
• resources
• I win, you win
• Convergent or
• congruent with
• each other
• Long term view

11
Integrative Bargaining

• Whats needed
• Open information honest concerns.
• Sensitivity to others needs.
• Trust.
• Flexibility.
• Strategies
• Begin with a positive overture.
• Address problems, not personalities.
• Create a trusting climate (listen, question,
  avoid defensiveness).

12
Salary Negotiation Tactics

• Emphasize noncontingent gains resulting from
  ones employment (for employer).
• Propose options for contingent mutual gain.
• Respond with silence to unreasonable offers, or
  ask is that the best you can do?
• Insist on resolution before accepting offer.
• Reiterate issues until they are acknowledged.
• Reframe weaknesses as strengths.
• Recognize their use of tactics and diffuse them.

13
Summary and Next Time

• Summary
• Distributive negotiation -- pros, cons, and tips
• Integrative negotiation -- pros, cons, and tips
• Salary negotiation
• Next Time
• Test 2 (remember its not a quiz)