1. Negotiation and Problem- Solving Class 1

2. Administrative  Give quiz  Return critiques at end of class  Thursday we are scheduled to have a quiz and journals  Mid-term Thursday night

3. Review Principles for dealing with difficult conversations Keys are the three stories and the notion of the learning conversation Today begin unit on negotiation in a more structured setting

4. Today I. Discussion and Negotiation II. Positional Negotiation III. Interest-based Negotiation

5. I. Discussion and Negotiation How are they different? How are they similar? Techniques?

6. II. Positional Negotiating What does it mean to engage in positional negotiations? Can you give me examples? How do you decide what your position is?

7. II. Positional Negotiating Why don’t new cars have fixed prices at the dealership? Is this approach as bad as FUP suggest? Why or why not?

8. III. Interest-based Negotiating What are our interests in a conflict? How are they different from our positions? What then is interest-based negotiation? How is it different? Examples?

9. Next Time Continue our discussion of negotiation

10. Negotiation and Problem- Solving Class 3

11. Administration Return journals at end of class Return mid-terms at end of class

12. Review I. Discussion versus negotiation II. Positional Negotiating III. Interest-Based Negotiation

13. Today – Interest-based or Mutual-gains negotiation I. Separate the People from the Problem II. Focus on Interests, not Positions III. Invent Options IV. Agree on Standards to Evaluate the Options

14. I. Separate the People from the Problem What does this mean? Why should you do it? How do you accomplish it?

15. II. Focus on Interests, Not Positions How do you begin a negotiation this way? Suppose not all of your interests can be accommodated?

16. III. Create Options for Mutual Gain What does this mean? Why should you do it? Is it always possible? How do you accomplish it?

17. IV. Insist on Agreed Standards Objective Standards? Why do this? What kinds of standards is the other party most likely to accept?

18. Next Time We’ll discuss the concept of bargaining power

19. Negotiation and Problem- Solving Class 4

20. Administrative Give Quiz Return Mid-term Any questions about where we are or what we are doing?

21. Review Separating the people from the problem Focus on interests, not positions Create multiple options for resolution Insist on agreed criteria

22. Today I. An interest-based negotiation example II. Definition of bargaining power III. Determinants of bargaining power IV. Improving your bargaining power

23. I. An Interest-Based Negotiation Example Your car was destroyed when lightening hit a tree that fell and completely wrecked your car You are now meeting with the insurance adjuster to determine how much they will pay How will this conversation go?

24. II. Definition of Bargaining Power How would you define bargaining power? Your ability to move the other party’s position closer to your own desired outcome

25. III. Determinants of Bargaining Power Your bargaining power depends of their cost of disagreement with you and their cost of agreement with you BP =f (cost of disagreement/cost of agreement) These costs needn’t be financial

26. IV. Improving Your Bargaining Power Commitment Tactics Advantages Risks Another Approach

27. Next Time Continue our discussion of negotiations

28. Negotiation and Problem Solving Class 5

29. Administrative Return quiz at end of class Collect critiques now Negotiation simulation in next two classes

30. Review Bargaining Power Depends on the other side’s costs of continuing to disagree or agreeing Commitment tactics and changing one’s position

31. Today I. Terminology II. The EMT problem

32. I. Terminology Resistance Points Target Points Settlement Ranges

33. II. The EMT Problem Hand out materials to everyone Pair up and attempt to resolve the problem Report back to class

34. Next Time Negotiation Exercise Material will be handed out in class