6 characteristics of a distributive strategy. (SEMSDP)
- 1. Short term goals
- 2. Emphasis on tangibles
- 3. Mistrust
- 4. Suspicion
- 5. Defensiveness
- 6. Perceived weakness
5 characteristics of an integrative strategy. (LETOP)
- 1. Long term goals
- 2. Emphasis on intangibles
- 3. Trust
- 4. Openness
- 5. Perceived strength
2 things you must do in an integrative negotiation. (SA)
- 1. Separate the people from the problem
- 2. Address interests, not positions
3 things involved when separating the people from the problem. (PEC)
- 1. Perception
- 2. Emotion
- 3. Communication
Positional bargaining is... and produces...
inefficient, unwise agreements.
Focus on..., not...
Go... on the person, and... on the problem.
... the interests rather than... between the positions.
Those who reveal their interests improve their outcomes by...
at least 10%.
Revealing your interests... the probability that the other side will reveal theirs.
Use... in what you reveal and how you reveal it.
4 different integrative strategies. (CMEL)
- 1. Compromise
- 2. Modify
- 3. Expand
- 4. Logroll
... involves meeting halfway, but neither party may be fulfilled.
... involves changing the resource pool to fit the demands.
... involves increasing the resource pool and brainstorming.
... involves giving up one issue in exchange for what you want on a more important issue.
3 things to do when logrolling multiple issues. (UIM)
- 1. Unbundle the issues
- 2. Identify conflicting preferences on those issues
- 3. Mix-and-match alternatives for each issue
Be... about important issues, be... about
less important issues.
In an alumni survey, 39% reported... as most useful strategy learned in class.
When logrolling be..., not...
When logrolling, you want to negotiate... and propose...(combine issues into packages).
several issues, multiple offers
5 steps in the integrative negotiation process. (IDIGE)
- 1. Identify/define problem
- 2. Depersonalize problem
- 3. Identify interests
- 4. Generate solutions
- 5. Evaluate/select solution
Which step in the integrative negotiation process claims the value?
The last one (evaluate/select a solution)