MG 766 - Bargaining and Negotiating

• Identify the fundamental pre-work that negotiators must do to get ready for a successful negotiation; framing the dispute, defining negotiation objectives and planning
• Compare the two core approaches to negotiation, the win/win and the win/lose, identifying which is appropriate to a given situation
• Recognize the basic processes of perception, cognition, and communication that exist in a negotiation and the biases that result
• Identify the ways that negotiators can find and use leverage
• Appraise the ethical standards and criteria that surround negotiations
• Recognize how negotiations and problem solving can be affected by gender, personality, culture, and multiple party involvement
• Obtain better organizational and individual results from a conflict resolution or negotiating situation

• Understanding of organizational behavior

• Bargaining and Negotiating Nature of conflict and negotiating Interdependence, mutual adjustment and value creation
• Strategizing, Framing and Planning Goals - objectives that drive strategy Defining the issues - “framing” Understanding the flow of negotiations and planning
• Distributive bargaining Fundamental strategies Tactical tasks and positions during the negotiation Commitment, closing the deal and hardball tactics
• Integrative Bargaining Key steps Factors that facilitate successful integrative negotiation Difficulty in achieving integrative solutions
• Perception, Cognitive and Communication Perception in negotiation Cognitive biases in negotiation Managing misperception and cognitive biases What and how communication takes place in a negotiation How to improve communication
• Leverage Leverage as power in a negotiation Sources of and how to acquire power Managing power: influence and persuasion Central and peripheral routes to influence
• Ethics What are ethics and how do they apply to negotiations Major ethical concerns and how do they occur Intentions and motives to use deceptive tactics How to deal with deception
• Social Context Negotiating through others within a relationship Key elements in managing within relationships Using representatives
• Coalitions, Multiple Parties & Teams Coalitions in negotiations Nature of multiparty negotiations Managing multiparty and inter-team negotiations
• Individual differences Personality and negotiations Sex, gender and negotiations Abilities in negotiations
• Difficult Negotiations Nature of “difficult” negotiations and why they occur Strategies for resolving impasse: joint approaches Adding third parties to the two-party negotiation process Types of third party intervention