Human Resource Management 2

1
Human Resource Management 2

• Negotiating and Bargaining - review
• Nick Kinnie

2
Objectives

• To recall the key negotiating processes and
  tactics
• To discuss a series of key themes arising from
  the practical exercises
• To begin to understand what factors influenced
  the outcomes of the exercises
• To identify some of the key lessons for practice

3
Method

• Pick out key themes which are central to the
  effectiveness of negotiating
• Draw on the comparative experience of all three
  role play groups
• Illustrate these points by reference to the group
  in the studio
• Reflect on the key learning points

4
Key themes for discussions

• Preparations
• Role of the agenda
• Distributive bargaining
• Tactics and use of evidence
• Adjournments
• Integrative bargaining
• Managing internal differences
• Informal bargaining
• Shaping inter-group attitudes

5
Negotiating thematic analysis
1 2 3
Preparations
Agenda
Distributive bargaining
Tactics and use of evidence
Adjournments
6
Negotiating thematic analysis
1 2 3
Integrative bargaining
Internal differences
Informal bargaining
Attitudinal structuring
7
What did you do well?
8
What would you do differently?
9
Successful Negotiators Planning
10
Skilled Negotiators Behaviour