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Understanding People in Groups 4

Understanding People in Groups 4 - T he Soci al Context of...

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Click to edit Master subtitle style The Social Context of Organizations
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Basic Outline Preparing for negotiation Targets and resistance BATNA Framing Power in negotiation Distributive bargains Integrative bargains
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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
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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
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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
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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
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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?
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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
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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
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Classic Example of BATNA In 1999 there was a huge conflict between the NBA and players
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