2011.02.negotiation.rosario 01


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2011.02.negotiation.rosario 01

  1. 1. Negotiation<br />
  2. 2. What is Negotiation?<br />
  3. 3. Characteristics<br />
  4. 4. Characteristics<br />
  5. 5. 8 What do you think?<br />
  6. 6. Interdependence<br />In negotiation, parties need each other to achieve their preferred objectives<br />Mutual dependency = interdependence<br />Interdependent goals are an important aspect of negotiation<br />Win-lose: I win, you lose<br />Win-win: Opportunities for both parties to gain<br />
  7. 7. Interdependence<br />Interdependent parties are characterized by interlocking goals<br />Having interdependent goals does not mean that everyone wants or needs exactly the same thing<br />A mix of convergent and conflicting goals characterizes many interdependent relationships<br />
  8. 8. US Mexico Ground Water Crisis<br /><ul><li>Problem
  9. 9. complications of groundwater
  10. 10. border region between the United States and</li></ul>Mexico <br /><ul><li>despite the presence of an active supra- legal authority since 1944, groundwater issues have yet to be resolved.
  11. 11. Supralegal Body:
  12. 12. International Boundary and Water Commission (IBWC)</li></ul>Timeline<br />· 1944 US-Mexico Water Treaty signed. IBWC expanded to include water allocation within its<br />responsibilities.<br />· 1973 Minute 242 on groundwater signed between Mexico and the United States.<br />· 1983 La Paz Agreement signed creating technical working groups that addressed water quality among<br />other environmental concerns.<br />· 1993 North American Free Trade<br />
  13. 13. US Mexico Ground Water CrisisLessons Learned<br />Good Conditions insufficient<br />Despite<br />presence of active authority, <br />despite warm political relations<br />Interdependence<br />negotiations have continued since 1973 without resolution <br />Even if conditions for agreement are good, this does not guarantee that issues will be resolved.<br />Infighting<br /><ul><li>Differences
  14. 14. between the United States federal government
  15. 15. the government of the States bordering Mexico
  16. 16. lack of cooperation between the two nations with regards to groundwater resources.
  17. 17. Difference of opinion of federal and state governments can impede cooperation.</li></li></ul><li>Conflict<br />
  18. 18. Conflict: Definition<br />Sharp disagreement or opposition<br />Perceived divergence of interest<br />Belief that the parties' current aspirations cannot be achieved simultaneously<br />
  19. 19. Functions of Conflictonflict<br />Makes people more aware and able to cope with problems through discussion.<br />Secures organizational change and adaptation.<br />Strengthens relationships and morale.<br />Promotes awareness of self and others.<br />Enhances personal development.<br />Encourages psychological development—it helps people become more accurate and realistic in their self-appraisals.<br />Can be stimulating and fun.<br />
  20. 20. Dysfunctions of Conflictnflict<br />Competitive, win-lose goals<br />Misperception and bias<br />Emotionality<br />Decreased communication<br />Blurred issues<br />Rigid commitments<br />Magnified differences, minimized similarities<br />Escalation of conflict<br />
  21. 21. Copyright ©Allyn & Bacon 2006<br />Types of conflict<br />Pseudo-conflict: people misunderstand one another<br />Simple conflict: people disagree about issues<br />Ego-conflict: personalities clash<br />
  22. 22. Managing pseudo-conflict<br />
  23. 23. Managing simple conflict<br />Clarify both perceptions of message<br />Focus discussion on issues<br />Use facts not opinions<br />Use structured problem solving <br />Compromise<br />Make conflict group concern<br />Tackle one issue; most important<br />Find areas of agreement<br />Postpone decision while conducting additional research<br />
  24. 24. Managing ego - conflict<br />Encourage active listening<br />Keep discussion on key issues<br />Turn discussion to problem to solve, rather than conflict to win<br />Seek cool, calm climate<br />Be descriptive rather than evaluative<br />Develop rules or procedures that permit differences of opinions<br />Agree to disagree & return to areas of agreement<br />
  25. 25. Dual Concerns Model (Traditional)El modelo dual de laspreocupaciones<br />Accommodating<br />Adaptarse<br />Problem Solving<br />Colaborador<br />Preocupaciónporotra<br />Poco Mucho<br />Compromising<br />Compromiso<br />Inaction/Avoid<br />Evitar<br />Contending<br />Competetivo<br />Poco Mucho<br />Preocupaciónporyomismo<br />
  26. 26. Collaborate<br />Compete<br />Compromise<br />Achievement of Own Interests<br />Value of Issue<br />Need for Justice<br />Accommodate<br />Avoid<br />Value of Relationship<br />Importance Placed on Mercy<br />Response to Other’s Interests<br />Dual Concerns Model (Cullen)El modelo dual de laspreocupaciones<br />