neg2 - Planning and Preparation Dr. Bruce Fortado MAN 4441...

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Planning and Preparation Dr. Bruce Fortado MAN 4441 University of North Florida (1) When do negotiations begin? (2) Why is planning important? (3) What difficulties arise in the preparation process? (4) What can be done to improve matters? A time line approach to negotiation * Planning and Preparation (Set Goals, Seek Allies, Research, Prioritize) * Entry and Initial Contact (Bargaining Mix) * Clarification and Justification (Facts, Logic, Media) * Personal Styles and the Use of Tactics * Hard Bargaining and Problem Solving * Closure and Implementation In many cases people do not realize they are negotiating. They accordingly do not prepare and carry the talks out in an organized fashion. Poor results can be expected (Cohen, 1980). People also love to jump into action with little if any preparation. Planning is boring. This was praised as “a bias for action” by Peters and Waterman (1982) in a book entitled In Search of Excellence . Once again, less than optimal results are likely to follow. People often all try to talk at once when they are not properly prepared. They frequently get frustrated and simply repeat themselves or raise their voice. These methods seldom produce the desired results. One also will have difficulty countering a well prepared opponent’s points. Since no goals have been set, one may become caught up in making a deal, even a bad deal. People who fail to prepare tend to wait to the last minute. At this point, they feel rushed. Time is often said to be working against them. People also tend to underestimate their own power. This flaw tends to be accentuated when little preparation is done (Cohen, 1980). Ideally, negotiations should begin long before formal exchanges take place about the issues in question. Attitudinal structuring, for example, primes the ground for later talks. Field research has uncovered several other priming processes. Planting a seed refers to a person building a problem awareness slowly over time, long before bringing up possible solutions. If one needs to modernize the plant, the workers have to agree on the dilapidated state of the equipment and the lack of current resources before they would consider pay or work rule concessions. In order to plant seeds, one must be patient, have ongoing informal contact, and be able to identify the leaders on the other side. One might call planting false rumors to scare people “planting weeds.” In a different vein, a manager who is far sighted might choose to plant flowers . This refers to striving to get your best subordinates promoted into key positions in the company. Doing this is the opposite of what many short sighted managers do. A short sighted manager tries to hold his/ her best employees in place to help produce good year end results. When one plants flowers, down the road, when important issues come up, these former subordinates are quite likely to remember and support the mentor who aided their careers.
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I. You should assess: (a) what you want to accomplish; (b) who is on your side (allies); and (c)
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This note was uploaded on 07/09/2011 for the course MAN 4401 taught by Professor Fortado during the Spring '11 term at UNF.

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neg2 - Planning and Preparation Dr. Bruce Fortado MAN 4441...

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