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Session 4. collaboration or competition


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Session 4. collaboration or competition

  1. 1. Collaboration or CompetitionNegotiationSkillsProfessor: Ricard Musté
  2. 2. Game Theory : a way ofnegotiating systematicallyPlayer 1Player 2abx y23 45 43,5 53
  3. 3. Game Theory:Prisoner’s dialemaPrisoner 1Prisoner 2cncc nc88 1010 42 42
  4. 4. Lessons from Games• Short terms gains can leadto long term losses• Don’t make them feel thatthey want to get even• Deeds matter and so dowords• Seek reciprocity• Don’t be envious• Don’t be first to defect• Short-term negotiationsfavor competitiveness• Look for positive coalitions• Invoke reputation (yoursand theirs)• Create compliance ifnecessary• Be trustworthy• Reciprocate collaborationand defection• Don’t be too clever• Long-term negotiationsfavor collaboration4
  5. 5. Thomas-Kilman Conflict ModesHighHighLowLowConcern withyour own needsConcern withothers’ needsAccommodationCompromiseCollaborationAvoidance Confrontation5
  6. 6. Who wins?• Confrontation + Confrontation = 80% Stalemate• Confrontation + Accomodation = 90% win for Confrontation• Confrontation + Collaboration = over 50% win for Confrontation• Accomodation + Accomodation = 80% Stalemate• Accomodation + Collaboration = usually win for Collaboration• Collaboration + Collaboration = frequently an agreeable solutionInterpersonal Conflict Resolution6
  7. 7. Final Take-AwayFor men decide far more problems by hate, or love, orlust or rage, or sorrow, or joy, or hope, or fear, orillusion, or some other inward emotion, than byreality, or authority, or any legal standard, or judicialprecedent, or statuteCicero, 106-43 BC