Negotiation

forcing = competing

competition is true competition 

the communication process by which 2 or more people come together to seek mutual agreement about an issue

give and take process between parties

parties work together

typically involves some type of direct interactions- verbal, face to face, written

alternatives- avoiding or accommodating

desire soemthing that the other has control over- work together to find common ground

becomes important they attempt to reach an agreement (best choice)

distributive (win lose)

integrative (win win)

determine your best alternative to a negotiated agreement (BATNA)

the point at which you are willing to walk away (gives person power)

best to determine before you go into the negotiation 

• know your aspiration level
• what you would ideally like to achieve in the negotiation (your goal) 

should be realistic 

Determine your reservation price

• bottom line
• the point at which you are indifferent between an impasse and an agreement

value of the best alternative + cost you will incur to enact your best alternative 

Bargaining zone- 2 types

• combine reservation price of each party and determine if and where the over lap is 
• between the 2 numbers if positive overlap 

positive bargaining zone- there is an overlap in the bargaining zone of each party

negative bargaining zone- there is no overlap in the bargaining zone of each party

• each party concedes a little at a time
• 1 resource is in question
• amount of the resource is fixed
• each party tries to get as much of a resource as possible

negotiation strategy in which all parties collaborate to find a win win solution to their dispute so that all parties achieve max mutual gains

more interaction

trust exists between both parties, everyone wins something, multiple issues involved (more complicated) 

• ID problem
• clarify interests
• ID options
• design alternatice options
• evaluate and select an option

• need to define issues so both parties understand
• ID obstacles to attaining the goal

• substantive interests- key issues
• relationship interests- value of the relationship

need to expand this to what solutions are possible

brainstorm different combos

• focus on positive options from each side
• evaluate the quality and acceptability of the solution 

• maintaining a relationship 
• may not be able to see past 1 key issue
• ususally no negotiation is purely distributive or integrative 

• timing is everything
• know what you are worth
• know what you can contribute 
• focus on how you have solved crisis in the past
• focus on a win win 
• seek creative solutions- may not get what you want but get other things