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