1. 29/11/07 MGT 3428 Facilitation Liu Wai Tung Jack5 Ma Shun Yan Jacqueline5 Ohren Mikael4 Wu Ka Chun Jason50559381 Yan Ho Yee Holly50600530

2. Agenda 7minsIntroduction 8mins Preparation 15mins Negotiation 15minsDebriefing

3. Case When: After dinner Where: Home People: A high school student Jack and his mother What happen: Jack decide to ask his mother to get more pocket money

4. Background Jack and his mother have good relationship They don’t want to generate pressure They want to generate fair and reasonable outcome

5. Background Jack has more expenditure  want to get more pocket money Jack’s mother just bought a computer for Jack and think Jack has enough pocket money  doesn’t want to pay more  They are going to negotiate on this issue

7. What are objective criteria? A kind of standard which is fair and acceptable to both sides Main function: Solve the conflict in an objective view Smooth the process of negotiation

8. How to use objective criteria? 1.Proposed objective criteria at the early stage 2.Make agreement on which agreement should be chosen 3.Negotiate based on the objective criteria developed

9. Why using objective criteria? Build up a fair and objective solution Reduce the pressure in negotiation Maintenance of good relationship Ease the formation of agreement

10. Preparation (8 minutes)

11. Negotiation (15 minutes)

12. Debriefing Session (15 minutes)

13. Debriefing Questions 1.How many objective criteria have you suggested in the negotiation? 2.What are your objective criteria eventually? 3.Will you consider other’s pocket money as an ‘objective option criteria’?

14. Reminder Approached as a shared search for objective criteria  Ask for the reasoning behind the other party’s suggestions Keep an open mind Never give in to pressure, threats, or bribes

15. The End