MB 7660 - 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

• None

• 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 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 and teams coalitions in negotiations, nature of multiparty negotiations, managing multiparty and inter-team negotiations