ILROB471_6_advancedintegrativebargaining022808ppt

ILROB471_6_advancedintegrativebargaining022808ppt - ILROB...

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ILROB 471 Organizations and Negotiation Professor Michele Williams
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© 2007 Michele Williams. All Rights Reserved . Agenda Getting to Yes Conflict Exercise El-Tek Discussion and Wrap-up
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© 2007 Michele Williams. All Rights Reserved . Pilots Thwart Merger Plans
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© 2007 Michele Williams. All Rights Reserved . Yahoo deals with Lawsuits
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© 2007 Michele Williams. All Rights Reserved . Getting to Yes Overview
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© 2007 Michele Williams. All Rights Reserved . The Method Of Principled Negotiation or Interest-based Bargaining (solves the problem of positions) Analytic Framework Separate the people from the problems Focus on interests, not positions Invent options for mutual gain Insist on using objective criteria Getting to Yes Overview
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© 2007 Michele Williams. All Rights Reserved . Position vs. Interest Position -what you say you want. Interests - why do you want what you want? Good negotiators : 1. Never take positions for granted 2. Look for underlying interests
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© 2007 Michele Williams. All Rights Reserved . Interests in Sum Look behind positions for the underlying interests Ask “why?” “why not?” questions Put yourself in the other person’s shoes ( single most important skill )
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© 2007 Michele Williams. All Rights Reserved . A Recent Conflict Situation 1. Think of a recent conflict or unresolved negotiation. a) Pick a partner from class. b) Explain the conflict situation to your partner. c) Role play the situation, but… a) your partner will play your role in the conflict or negotiation. a) and you will play the role of your adversary/counterpart. 1. Switch and role play your partner’s conflict using the same rules.
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© 2007 Michele Williams. All Rights Reserved . Debrief What happened? Can you identify your counterpart’s underlying interests better now? How will you approach this situation in the future?
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© 2007 Michele Williams. All Rights Reserved . Options Refer to the way the underlying interests might be met . An option is a possible agreement or part of one. An option is not a commitment, but brainstormed idea --You are in a stronger, more powerful position the more options you have.
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© 2007 Michele Williams. All Rights Reserved . More on Options Explore options before making any decisions No commitment at this stage No judgment, criticism-just invent Brainstorm ways to satisfy your interests and the other side’s interests too.
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© 2007 Michele Williams. All Rights Reserved .
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