Class 1 Review<br />Dysfunctions<br />Competitive processes.<br />Misperception and bias.<br />Emotionality<br />Decreased communication.<br />Blurred issues.<br />Rigid commitments.<br />Magnified differences, minimized similarities.<br />Escalation of the conflict.<br />
The Dual Concerns Model<br />05/09/08<br />3<br />
Discussion: Fisher Questions<br />What are 2 standard negotiating strategies?<br />According to Fisher, what is a wise agreement<br />List 3 reasons and explain them why the author rejects arguing over positions as a way to negotiate. <br />How can the human element help or harm negotiations? <br />How will perception of the other side help in negotiations? How can your own perceptions influence negotiations?<br />Why should you give your interests and reasoning first and your conclusions and proposals later?<br />
Argumentation vs. Persuasion<br /><ul><li>Argumentation.
Presenting facts and data in logically sound ways in order to persuade someone to change belief or behavior.
El modelo dual de laspreocupaciones<br />05/09/08<br />7<br />Problem Solving<br />Colaborador<br />Accommodating<br />Adaptarse<br />Preocupación por otra <br />Poco Mucho<br />Compromising<br />Compromiso<br />Contending<br />Competetivo<br />Inaction/Avoid<br />Evitar<br />Poco Mucho<br />Preocupación por yo mismo <br />
Face (Cara)<br /><ul><li>Saving face is avoiding embarrassment.
"I" orientó la perspectiva que acentúa individualismo.
Diversas maneras de definir uno mismo, metas y deber.</li></ul>05/09/08<br />9<br />
Facework<br /><ul><li>“Face giving” is the facework strategy used to defend and support another’s need for inclusion (collectivism).
“Face restoration” is the facework strategy used to stake out a unique place in life, preserve autonomy, and defend against loss of personal freedom (individualism).
“Cara que da" es la estrategia del facework usada para defender y para apoyar la necesidad de otra persona de la inclusión (collectivism).
“Cara de la restauración" es la estrategia del facework usada para estacar fuera de un lugar único en vida, para preservar la autonomía, y para defenderla contra pérdida de libertad personal (individualismo).</li></ul>05/09/08<br />10<br />
Negotiation Role Play<br />Ronaldo wants to start a nightclub in an old warehouse near the edge of a residential area with several apartment buildings. Ronaldo has purchased the property and has all of the necessary permits to begin construction on his nightclub. The representative of the residents of the apartments is concerned that a nightclub will play loud music and the patrons of the nightclub might drink too much and become a nuisance in the neighborhood. Ronaldo arranges a meeting with the representative of the residents of the apartments to negotiate terms of an agreement so that he can build his nightclub without causing problems with the residents.<br />Role 1: Ronaldo<br />Role 2 Alfonso (Representative of Apartment)<br />
For next week<br />Fisher through CH 6<br />What is a wise agreement<br />Law of the Sea Negotiation<br />Kennedy and Nuclear Test Band Treaty<br />Nasar and Israel<br />Fisher through CH 6<br />One text negotiation<br />Carter<br />Circle Model for creating Options<br />Perceptions<br />Sadat and Israel<br />