Click to edit Master subtitle style The Social Context of Organizations
Basic Outline • Preparing for negotiation – Targets and resistance – BATNA – Framing • Power in negotiation • Distributive bargains • Integrative bargains
Why We’re Studying This • Why do people negotiate? – To create something new that neither party could do individually – To resolve a problem or dispute between their parties • What makes negotiation different from persuasion? – There are two active parties – Usually, it evolves over multiple rounds • What makes negotiation possible? – Each party thinks that influence gives them something better than the other party would give up voluntarily – The parties think discussion is preferable to open fighting
Why We’re Studying This • Think of some recent negotiations you’ve found yourself in… • A few major negotiations in organizations – Careers: initial salary, promotions – Working conditions: job assignments, tasks – Resources: Control over employees, projects, and budgets
Negotiation Structure Party A’s aspiration range Party B’s aspiration range Party A’s target point Party B’s target point Party B’s resistance point Party A’s resistance point Settlement range
Negotiation Basics • Develop a negotiation checklist for yourself and your opponent – What is the overall goal? – What are the issues? How important is each issue? – What is the best alternative to a negotiated agreement (in other words, what can each side expect as an outcome if there is no agreement)? – What is your resistance point (in other words, what’s the worst deal either side accept before walking out and taking the BATNA)? – Based on these assessments, what do you use as a
Negotiation Basics • Develop a negotiation checklist for the other side – How important is each issue to them? – What is their BATNA? – What is their resistance point? – Based on B1, B2, and B3, what’s your target?
Defining Goals and Issues • Carefully defining goals helps parties see where their interests are aligned and opposed – It’s possible that you want something they don’t mind giving up – It’s also possible they want something you don’t mind giving up • More concrete goals are better for – Communicating with the other party – Understand what the other party wants – Determine whether we are satisfied and whether we are giving up something we really wanted
The Importance of Alternatives • Options – Something the other side in a negotiation can offer that can benefit you • Alternatives – What your side can get if the negotiation doesn’t work out • BATNA – Means “best alternative to a negotiated agreement” – It’s the status you would be in if you don’t negotiate at all – Often, the side with a better BATNA wins
Classic Example of BATNA • In 1999 there was a huge conflict between the NBA and players –
You've reached the end of your free preview.
Want to read all 34 pages?
- Spring '08
- Trigraph, al ter nati, ni ng, Bargai ni ng, par ti es