NEGOTIATIONS WORKSHOP

NEGOTIATIONS WORKSHOPThe Nature of NegotiationGeneral AspectsThe Nature of Negotiation.Negotiating is , a basic , generic, human activity.Process, often used in:Labor management relations, business deals, internationals affairs and also in our every day activities.. Ex. Negotiation that occur between a merchant and a customer, between two friends etc.Objective:To satisfy their needs.To improve their welfare and satifaction.

The Nature of Negotiation It is bargaining and negotiation the same thing?Ex: Bargaining is more like the competitive haggling over price during a yard sale, or taxi price,.Negotiation, is more formal occurs when parties try to find a mutually acceptable sotution to a complex conflict.Bargaining: Regateo, negociar. Haggling, regatear, pelear el precio.3The Nature of NegotiationCharacteristics of a Negotiation or Bargaining Situation. There are two or more parties, two or more individuals, groups, or organizations. (Although * Its possible to negotiate with ourselves?).There is a conflict or interest between two or more parties.Its a largely votuntary process.Parties search for agreement rather than fight.

Negotiations Situations: They have the same fundamental characteristics as peace negotiations between 2 countries at war, negotiation between two corporations. Neg. Occ. when there is no fixed or stablished set of rules. For resolving.4The Nature of Negotiation.We expect give and take.Succesfull negotiations involves the management of the intangibles as well as the resolution of the tangibles.INTERDEPENDENCE: Is the situation of mutual dependency. Both parties need each other. Ex. What happen when we are dependant???Interlocking Goals, both parties need each other to accomplish their goals.Interdependence goals are an importantAspect of Negotiations.Intangible factors: the deeper psycologhical motivation, that influencies the parties during negotiations.Tangibles, price.Ex. Of Interl, Goals: A project management need a team to complete the project.5The Nature of NegotiationsCharacteristics of Interpersonal Relationships.-Comparison level: Is the standard against which a person evaluates the attractiveness of a relationship or how satisfactory it is. Ex: Above its CL, its desirable?...one below the CL is unattractive or unsatisfactory.Comparison Level of Alternatives: A person will in light of the alternatives available. Knowing and developing alternatives in a negotiation is an important source of power in negotiation.

People leave relationships when outcomes fall below. When outcome exceeds th CL. Is more dependant.6The Nature of Negotiation.Mutual Adjustment: The parties have to exchange information and make an effort at influencing each other at problem solving. They must work toward a solution that takes into account each person*s requirements and, hopefully , that optimizes the outcomes for both. Dilemma ; Dilemma o f honesty: Concerns how much of the truth to tell to the other party.Dilemma: A situation that requires a choice between options that are or seem equally unfavorable or mutually exclusive.7The Nature of Negotiations. Dilemma of Trust: How much to believe what the other party tells you .?When one party makes several proposals that are rejected by the other party, and the other party makes no alternative proposal, the first party feels unproperly treated and may break off negotiations. THE BELIEF THAT CONCESSIONS WILL OCCUR IN NEGOTIATIONS APPEARS TO BE ALMOST UNIVERSALIf you believe the other party take advantage of you. If you do not believe no agreement.How much to believe. Depend on many factors, the reputation of the other party. Sharing and clariflying information may not be easy as expected.8The Nature of Negotiations.Interdependence and Perceptions: The researchSuggests that the way that people perceive an interdependant situations has an important effect on how they will negociate.Negotiators perceptions and judgements can have important influences on judgements that negotiators make about, the other party, (themselves), the utilities of both parties, offers and counteroffers, negotiation outcomes, and the negotiation process.

Following a fair process will contribute to feelings of satisfaction and succes for both parties. 9The Nature of NegotiationsTypes of Negotiators : Cooperators and Competitors.Cooperators: Negotiations may be cooperative or competitive .Competitors: All negotiations are competitive, the world only contain competitorsThompson and Hastie (theories) found that the first five minutes of the negotiations, haveAn important effect on the outcome of the negotiations.

Negotiators who better adjusted their assessments of the structures of the negotiations early in the process, earned higher profits, than those who did not adjust until later. 10The Nature of NegotiationsConflict: Misunderstanding that occur between two people.Definition: Conflict is the interaction of interdependant people who percieved incompatible goals and interference from each other in achieving those goals.Levels of Conflict ; (Ubiquitous = exists everywhere).1.-Intrapersonal or Intrapsychic Conflict:Occurs within an individual, ideas, thoughts, emotions,predispositins, or drive that are in conflict with each other.Can occur when two parties are working towards the same goal, and when they want the same outcome. 11The Nature of Negotiations2.-Intrapersonal Conflict: Conflict that occur between husbands and wives, bosses and subordinates, siblings or roommates.3.-Intragroup Conflict: Small groups, among teams and committee, classes, fraternities, and sororities.4.-Intergroup Conflict: Between groups, Unionand management, warring nations, feuding families, governmental authorities. (most complex).The Nature of NegotiationsFunctions and Disfunction of Conflict: -Competitive process: Goals are in opposition, both of them cannot achieve their objectives.-Misperception and Bias: As conflict intensifies perception become distorted.-Emotionally: Emotions charge the parties, become, anxios, irritated, annoyed, angry or frustrated.-Decreased communication: Parties stop communicating with those who disagree with them.The Nature of Negotiation-Blurred Issues : The central issues in the dispute, become blurred and less well define.-Rigid Commitments: The parties become locked into positions. -Magnified differences, Minimized Similarities:They are further apart from each other, work less hard finding a common ground.Escalation of the Conflict: Each side become more entrenched in its own view.