8/9/2015 Interest Based Negotiation Principled Negotiation for Moving Forward.

Slides:



Advertisements
Similar presentations
Procedural justice and a constructive approach to negotiating with stakeholders Jill Howieson.
Advertisements

Negotiating for Win-Win Interest-Based Negotiation CASFAA Conference, 2008 Anaheim, CA Presented by Natasha Kobrinsky Pepperdine University Graziadio School.
INTRODUCTION Armenda Daye, Procurement Analyst, Acquisition Career Manager, DOI Overview of the new “Interest-Based Negotiations” course Personal Background.
Conflict Negotiation. Conflict  Expressed difference between two or more people.
Conferences: Facilitate Change Conflict Problem Solving Negotiation.
Negotiating and Resolving Conflict. How often do you negotiate? Often Seldom Never.
Difficult Conversations in the Workplace Rea Freeland Ron Placone.
Eastern Region Presentation
CULTURE, CONFLICT AND COMMUICATION IN THE GLOBAL WORKFORCE March 27, 2008 University of Illinois Dr. Gary R. Weaver American University.
Human Resource Management Lecture-36. Summary of Lecture-35.
Negotiation Skills Tulasi Sharan Sigdel Dy. Director of Studies
MODULE 23 CONFLICT AND NEGOTIATION
Basics of Conflict Management CRETE Day 2 Training Tricia S. Jones, Ph
Mapping Business Opportunities in China How to negotiate.
International negotiation
The Skill That Makes The Difference
Problem Solving Strategies: Principled Negotiations
Copyright c 2006 Oxford University Press 1 Chapter 7 Solving Problems and Making Decisions Problem solving is the communication that analyzes the problem.
Teamwork 101.
Conflict Resolution.
Connections to Independence
Principled Negotiation 4 Scholars from the Harvard Negotiation Project have suggested ways of dealing with negotiation from a cooperative and interest-
Strategy And Tactics of Integrative Negotiation
Negotiation in Project Management David S. Maurer, PMP, LTC, USA (Ret.) PMI – 13 December 2005.
1 Interdisciplinary Collaboration for Elder Care.
Community Action for Development Dr. C. Krishna Mohan Rao, Ph.D Centre Head, Research &Training AMR-APARD.
Mediation in the Workplace Ohio Department of Job and Family Services Statewide Civil Rights Conference June 8, 2006 Columbus, Ohio.
© 2007 by Prentice Hall1 Chapter 7: Managing Conflict 7 -
NIH Office of the Ombudsman Center for Cooperative Resolution NEGOTIATION TRAINING WORKSHOP NIH Office of the Ombudsman/ Center for Cooperative Resolution.
Mutual Gains Negotiation
MANAGING CONFLICT (Discussion Note) 2015 BKB/NASC/Professional Course (PACT)/2015.
CHALLENGES FOR LEADERSHIP IN A MULTICULTURAL, GLOBAL SOCIETY Dr. Gary R. Weaver American University.
Edit the text with your own short phrase. The animation is already done for you; just copy and paste the slide into your existing presentation.
Mediation October 7, 2013 M.Gauci Law 341/342. October 7, 2013 M.Gauci Law 341/342 Definition  “The intervention in a negotiation or a conflict of an.
551.  This Seminar › Designed to meet the needs of professionals to resolve their own personal and immediate conflicts. › Specific skills one needs to.
Understanding Groups & Teams Ch 15. Understanding Groups Group Two or more interacting and interdependent individuals who come together to achieve particular.
What is conflict negotiation Communication designed to anticipate, contain, and resolve disputes so that the parties reach mutually acceptable solutions.
Business Communication Course Unit 8 Negotiations.
Negotiation Skills Mike Phillips Training Quality Manager
LECTURE 6 A Conflict Management.
Independent Enquirers Learners process and evaluate information in their investigations, planning what to do and how to go about it. They take informed.
NEGOTIATION SKILLS Nico Decourt. Today When will you need to negotiate? What is negotiation? What is a good negotiation? Hard, soft and principled methods.
Managing Classrooms for Constructive Conflict Presentation to the Family and Consumer Sciences Academy, Temple University August 3, 2005 Tricia S. Jones,
Interest-Based Bargaining.  Interest-based bargaining involves parties in a collaborative effort to jointly meet each other’s needs and satisfy mutual.
1 How can we deal positively with conflict?  Conflict – A disagreement between people on: Substantive issues regarding goals, allocation of resources,
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved McGraw-Hill/Irwin Chapter 8 Conflict and Negotiation.
Creating and Sustaining Commitment and Cohesion
TUMAINI UNIVERSITY DAR ES SALAAM COLLEGE HRM303: Managerial Skills Development MWEMFULA, A.{BIR,Msc. HRM)
Conflict Management RAJKUMAR MANDA Dy.Mgr (Mining)-HRD RAJKUMAR MANDA14/25/2011.
7-1 Managing Conflict Chapter Conflict is Normal Lack of conflict may be a problem  Unhealthy agreement  Domineering leader  Routine Defensive.
The process of answering: Strategic Planning 10.1 about your organization Who What How.
WHAT IS NEGOTIATION Negotiation is the process by which we search for terms to obtain what we want from somebody who wants something from us.
Edit the text with your own short phrase. The animation is already done for you; just copy and paste the slide into your existing presentation.
Workplace Conflict RESOLUTION. Sources of Conflict Conflicts originate from a variety sources and contain many different qualities. Conflicts, therefore,
Managing Conflict in Relationships Unit Conflict Conflict has been defined as "an expressed struggle between at least two interdependent parties.
Conflict Management in the Workplace Rahim ch. 6, 7, 8
Chapter 3: Strategy and Tactics of Integrative Negotiation
Negotiation In Project Management and 20 Points for Success as a Leader David S Maurer, PMP Lieutenant Colonel, USA (Ret.) VP Programs, PMIWDC PMI Southern.
Organizational Behavior (MGT-502) Lecture-27. Summary of Lecture-26.
Chapter 9 Negotiation “You often get not what you deserve, but what you negotiate.” ~ John Marrioti.
Organizational Behavior (MGT-502)
LEAP Silver Required Session
Mediation in the Workplace
Use Negotiation to Manage Conflict
What Makes Integrative Negotiation Different?
Strategy And Tactics of Integrative Negotiation
CHAPTER 7 By ADELANI WAHAB MGMT 660 CSUSB
Chapter 7: Managing Conflict © 2007 by Prentice Hall 7 -
Developing Management Skills
Negotiation skills.
Presentation transcript:

8/9/2015 Interest Based Negotiation Principled Negotiation for Moving Forward

2 Overview Why interest-based negotiation (IBN)? Five principles of IBN Separate the people and the problem Focus on interests Create options for mutual gain Know your alternatives (BATNA) Determine objective criteria Applying IBN

3 Why is this Important? Conflict is everywhere Increasing knowledge and skills in negotiation can save time and money Teams who work well together are more productive

4 Conflict Happens in the interaction of interdependent people Who perceive incompatible goals And experience interference from the other in reaching those goals

5 Conflict is like chaos It is complex – there are many parts and they way they evolve and impact each other is unpredictable Conflict is dynamic – change is the only constant People can feel out of control in conflict

6 Understanding Conflict There is an order to conflict – the way that we identify it and respond to it As we understand conflict better, we begin to see patterns emerge The more we understand individuals in conflict, the better we are able to respond thoughtfully

7 Understanding People in Conflict Thomas-Killman Conflict Mode Instrument Compete Accommodate Avoid Compromise Collaborate

8 Compete AccommodateAvoid Compromise Collaborate

8/9/2015 Interest-Based Negotiation A more effective and more lasting way to resolve conflict

10 Separate the people from the problem Focus on interests not positions Create options for mutual gain Develop your BATNA Define objective criteria

11 Separate the people from the problem

12 Separating People and Problem Negotiators have the ability to separate the substantive problem and their relationship with others People & problems get entangled by: Perceptions Assumptions Emotions Communication

13 Perceptions and Assumptions Place yourself in their shoes Do not interpret their motives by your fears Discuss the perceptions I YouIt

14 Emotions Recognize they exist and they contribute to conflict Acknowledge them and allow for time to express– listening to emotion gives you clues about what is important to others Do not react to them

15 Communication Listen to understand Frame your message Consider delivery mechanism

16 Separate the people from the problem Focus on interests not positions

17 Positions Positions are “what you want” They are your pre-determined goals They are often based on power and/or rights The goal in a positional negotiation is to persuade They are win-lose

18 Interests If positions are “what you want”, interests are ”why do you want them?” They are your hopes, fears, concerns and priorities There are three types Substantive Procedural Psychological

19 Focus on Interests Positions Solutions to problems Specific & definite Basis for argument Require justification End discussion Interests Why a particular solution is preferred Reasons underlying positions Require explanation not justification Start discussion

20 Why Focus on Interests? Interests define the problem Interests allow for a variety of possible solutions Interests allow for a solution that may not involve compromise Interests help us evaluate a possible solution Focusing on interests provides increased understanding between people in conflict

21 Position Interests

22 Separate the people from the problem Focus on interests not positions Create options for mutual gain

23 Interests Lead to Options Examining and evaluating the interests highlights areas of mutual gain How do participants prioritize their interests? How do they fit together?

24 Options for Mutual Gain There is always more than one option Think outside the box Expand the pie

25 Options for Mutual Gain Brainstorm possible solutions together Consider options for joint benefit Create what neither of you could do on your own Look for possible trade-offs that can turn potential into reality

26 Overcoming Barriers to Developing Mutual Options Premature judgment Searching for the SINGLE answer Assuming a “fixed pie” Solving their problem is THEIR problem

27 Separate the people from the problem Focus on interests not positions Create options for mutual gain Develop your BATNA

28 Best Alternative to Negotiated Agreement What will you do if you are unable to reach agreement in the negotiation? These alternatives are outside the negotiation and are typically implemented without the buy in of the other.

29 Identify and Use your BATNA Know your BATNA Focus on what you want to achieve and the different ways to accomplish this Strengthen your BATNA Construct your BATNA to be more achievable, probable, or satisfying more of your interests Improves your confidence during the negotiation Consider other side’s BATNA Make their BATNA less attractive to them

30 Options and BATNA Note the difference Options “Inside” the negotiation Created with counterpart Brainstorming session Potential solution(s) BOTH you and counterpart receive benefit BATNA “Outside” the negotiation Fall back position if negotiation fails Can be implemented unilaterally

31 Separate the people from the problem Focus on interests not positions Create options for mutual gain Develop your BATNA Define objective criteria

32 Objective Criteria “Others in the industry do….” (What is customary) “The last time this happened we….” (Precedent) “The standard contract says…” (Law) “If you were me would you….?” (Reciprocity)

33 The Process of Negotiation Set the Stage Gather Information – explore interests Frame and prioritize issues Generate and Evaluate Options Finalize Agreement

34 Prepare to Negotiate Know your interests and anticipate those of others Assess your relationships and it’s impact on the negotiation. Think about (without settling on) possible options for mutual gain Determine your BATNA Understand your standards of fairness and anticipate others’

35 Culturally Competent Dispute Resolution Cultural Considerations in Negotiation

36 Cross Cultural Training in the Past Cookbook approach Recipes perpetuate stereotypes Continues narrow definition of culture as ethnic Focus is on “those” people Understanding and skills remain underdeveloped and can be counterproductive

37 Evolution of Negotiation Has been historically culture neutral Developed from the perspective of one culture without accounting for differences or ambiguity

38 Definition of Culture Way of life that includes values, beliefs and behaviors Passed down from one generation to another It is learned

39 The Iceberg Theory of Culture

40 Dimensions of Culture Core Dimensions – aspects that are the most personal and virtually unchangeable (ethnicity, gender) Internal Dimensions – Aspects that apply through our development (language, family constellation) Peripheral Dimensions – Aspects that apply through choice (education, marital status) External Factors – Aspects from our environments (community, politics)

41 Generalizations and Stereotypes Generalization Never applies to everyone in every situation Only a first “guess” Discard when no longer useful Stereotype Applies to everyone in every situation No exceptions Retained even when no longer accurate or useful

42 Primary and Secondary Cultures Primary culture is your individual culture Secondary is one within which you live/work Each organization has a set of assumptions, practices, beliefs, and values. We bring our primary cultures into the secondary culture A health organizational culture will allow for members to manage primary cultural differences

43 Culture and Conflict Culture affects negotiations The way we identify a conflict The way we respond to conflict The outcome we desire in negotiation

44 Cultural Continuums To Do Earned status Achievement Individual Action Equality Immediate Family Self Reliance Independence Competition Guilt Future Class Mobility To Be Ascribed Status Affiliations Stability Inequality Extended Family Rely on others Interdependence Cooperation Shame Past/Heritage

45 Cultural Considerations in Negotiation Direct and in-direct communication and conflict resolution Saving face and solving the problem Linear and circular thinking and communicating

46 What can you do? Know yourself in conflict Work to understand individuals as unique cultural beings Make an effort to understand the interests of others Remember that negotiation is a constant process of introspection and change

47 Thank You Elizabeth Z. Waetzig, JD Change Matrix, LLC 485 Maylin St. Pasadena, CA