2. 1 1 Principled Negotiations: The Power of No as an Ethical Negotiating Tool Breakout Session: #104 Name Dr. Mike Criss, CPCM Date Monday, July 19, 2010 Time 11:15 am - 12:30 pm.

3. 2 Basis of Discussion Articles –Sharks, Saints, and Samurai: The Power of Ethics in Negotiation Mark Young, Negotiation Journal, April 2008 –Negotiation and Nonviolent Action: Interacting in the World of Conflict Amy C. Finnegan and Susan Hackley, Negotiation Journal, January 2008 Book –Long Walk to Freedom, Nelson Mandela

4. 3 Right Behavior Vs Right Thing Displaying the right behavior to gain advantage –Saints and Sharks –Short Term Doing the Right Thing –Source of Power –Potentially Long Term –Samurai

5. 4 Power Vs Ethics Two traditional Approaches –Tactical Gamesmanship – Herb Cohen –Prudential Results for Both Sides – Fisher and Ury –Approaches power differently Balances Power and Ethics Principled Approach

6. 5 Principled Negotiations Sees no difference between power and ethics Doing the right think for its own sake Does not trade off between power and ethics Does what is right, not what is best for either party

7. 6 Example Pizza Hut and Hunts Hunts Long Time Supplier to PH PH Bid Tomato Contract –Low two to take all, price only Hunts came in third PH told Hunts if they lowered their price 2.5 cents/barrel, they would be second PH had bid their best price and declined to lower price

8. 7 Example Cont. PH awarded to two other offerors Quality problems ensued PH called Hunts – Name Your Price! Hunts stayed with original price

9. 8 Negotiation and Nonviolent Action Finnegan and Hackley suggest that Negotiation and Nonviolent are connected –Mutually committed to: Engage constructively with conflict Share leverage for power and strategic preparation and action

10. 9 Differences Negotiation –Focus on Alternatives and Options Nonviolent Action –Focus on acts of omission or commission

11. 10 Commonalities Both embrace conflict Both action oriented strategies to influence Both are skills-based Both rely on framing

12. 11 Synergistic Qualities External Mechanisms of Change –Conversion –Accommodation –Nonviolent Coercion –Disintegration Negotiation Begins the Process Nonviolent Action and Extend it

13. 12 Examples Labor Negotiations –Involves Human Values –How handled effects the relationship –Negotiation starts process, relationship determines success Otpor against Serbian Leader Milosevic –Disintegration of Security Forces Salt March –Ghandi Apartheid –Mandela

14. 13 Practical Applications Short Term Transactions Mediations Long Term Transactions Relationship Centered When Price is not the only Objective When You have run out of Alternatives.