Case 1 Graphically depicted Storekeeper Position S500 Position S425 多少钱一斤茄子 0,CO1 Position $350 Agreement? Position $200 Customer Position $175
Case 1 Graphically depicted
Remarks on case 1 distributive focus on one single issue(often, money) Conflict dominated and relationship ignored or sacrificed negotiation as a fixed pie perception >Possible outcomes: win-lose, lose-lose(compromise),no agreement > Often common for one-off, low-value deals, e.g. buying items at a flea market where haggling is the accepted game Inefficient (a battle of will) AND
Remarks on case 1: Distributive ➢ focus on one single issue (often, money). ➢ Conflict dominated and relationship ignored or sacrificed. ➢ Myth: negotiation as a fixed pie perception. ➢ Possible outcomes: win-lose, lose-lose (compromise), no agreement ➢ Often common for one-off, low-value deals, e.g. buying items at a flea market where haggling is the accepted “game.” ➢ Inefficient (a battle of will) AND ……?
Case 2 Two men were quarrelling in a library. One wants the window open and the other wants it closed They argue pack and forth about how much to leave it open: a crack, halfway, three quarters of the way. No solution satisfies them both The librarian enters She asks why he wants the window open: To get some fresh air. She asks the other why he wants it closed: To avoid id the draft.?? After thinking a minute, she opens wide a window in the next room, bringing in fresh air without a draft
Case 2 • Two men were quarrelling in a library. One wants the window open and the other wants it closed. They argue back and forth about how much to leave it open: a crack, halfway, three quarters of the way. No solution satisfies them both. • The librarian enters. She asks why he wants the window open: “To get some fresh air.” She asks the other why he wants it closed: “To avoid the draft.” After thinking a minute, she opens wide a window in the next room, bringing in fresh air without a draft
Integrative Negotiation Negotiator A's goals and strategies Negotiator B's goals and strategies
Integrative Negotiation Negotiator A’s goals and strategies Negotiator B’s goals and strategies
Case 2 Integrative win-win perception both can win problem-solving, cooperative: focus on mutual interests e.g. "care about,"want),and a potential script: What can I learn from this demand?(vs. How can I avoid accepting this demand?) Multiple issues and multiple options: A position is just one possible option or a possible solution(eg a crack halfway three quarters of the way) positions not identical to interests Asking questions of why and"why not can help explore interests behind positions(e.g. To get some fresh air. >"to avoid the draft
Case 2 Integrative ➢ win-win perception: both can win. ➢ problem-solving, cooperative: focus on mutual interests (e.g. “care about”, “want”), and a potential script: What can I learn from this demand? (vs. How can I avoid accepting this demand?) ➢ Multiple issues and multiple options: A position is just one possible option or a possible solution (e.g. a crack, halfway, three quarters of the way). ➢ positions not identical to interests ➢ Asking questions of “why” and “why not” can help explore interests behind positions (e.g. “To get some fresh air.” “to avoid the draft.”)