Understanding People in Groups 4

Understanding People in Groups 4 - Click to edit Master...

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Unformatted text preview: 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 I ntegrative bargains Why Were Studying This Why do people negotiate? To create something new that neither par ty could do individually To resolve a problem or dispute between their par ties What makes negotiation different from persuasion? There are two active par ties Usually, it evolves over multiple rounds What makes negotiation possible? Each par ty thinks that influence gives them something better than the other par ty would give up voluntarily The par ties think discussion is preferable to open fighting Why Were Studying This Think of some recent negotiations youve found yourself in A few major negotiations in organizations Careers: initial salary, promotions Working conditions: job assignments, tasks Resources: Control over employees, projects, Negotiation Structure Party As aspiration range Party Bs aspiration range Party As target point Party Bs target point Party Bs resistance point Party As 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 impor tant 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, whats 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, whats your target? Defining Goals and I ssues Carefully defining goals helps parties see where their interests are aligned and opposed I ts possible that you want something they dont mind giving up I ts also possible they want something you dont mind giving up More concrete goals are better for Communicating with the other par ty Understand what the other par ty wants Determine whether we are satisfied and whether we The I mpor tance 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 doesnt work out BATNA Means best alternative to a negotiated agreement I ts the status you would be in if you dont negotiate at all Often, the side with a better BATNA wins Classic Example of BATNA I n 1999 there was a huge conflict between the NBA and players Owners looked to impose stricter salar y caps, reduce pay across the...
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This note was uploaded on 07/18/2011 for the course MAN 4504 taught by Professor Benson during the Spring '08 term at University of Florida.

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Understanding People in Groups 4 - Click to edit Master...

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