CMN 4131 Lecture Notes - Lecture 3: Fonzie, Best Alternative To A Negotiated Agreement, Satisficing
26 Jun 2018
School
Department
Course
Professor
1. Getting to Yes – The Problem
CMNN4131 A – Negotiation and Mediation
Tuesday, June 26th
Getting to Yes - The Problem
Don’t bargain over positions…find a better way
BATNA: best alternative to a negotiated agreement
oWhat you would have had had you not negotiated
Positions vs. Interests
Positions are statements (ex: We will do 10 inspections a year)
Interests are concerns, cares, motives, values, and fears that inform those
statement positions (ex: We want to be able to control the work of this
department)
Getting to Yes p.5
A Negotiation Should…
Produce a wise agreement
oi.e. meet legitimate interests for each side, take community concerns
into account, resolve conflicting interests, is durable
Be efficient
Not damage the relationship
Foibles for Negotiators
Egocentrism: we view our experiences as flattering for us
oEx. I won’t crash if I use my cellphone
Confirmation bias: we see what we want to see when appraising out own
performance
Satisficing: settling for something less that one could have had
oOpposite of optimizing or having a low performance bar
Self-reinforcing incompetent: not knowing our limitations and then changing
criteria to support incompetence
oMaking excuses
find more resources at oneclass.com
find more resources at oneclass.com
Negotiation Myths
Negotiations are fixed sums or “fixed pie”
oWhatever is good for one person must be bad for the other
You need to be touch or soft
oThe good negotiator is principled/enlightened
Life experience is a great teacher
oYes, but impossible to improve performance without feedback
oMemories are selective
oExperience improves confidence but not accuracy
Preparation
Recognize that it is a mixed motive enterprise
You should be good at;
oSelf-assessment: what do I want?
oOther assessment
oSituation assessment
What does this require?
Self-Assessment
What do I want?
What are the alternatives to reaching an agreement?
What are the issues in the negotiation?
What am I willing to risk?
Do I feel confident?
Am I going to regret this?
Other-Assessment
What are the other parties?
Are they monolithic (operating alone)?
What are their interests/positions?
What is their BATNA?
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Don"t bargain over positions find a better way. Batna: best alternative to a negotiated agreement: what you would have had had you not negotiated. Positions are statements (ex: we will do 10 inspections a year) Interests are concerns, cares, motives, values, and fears that inform those statement positions (ex: we want to be able to control the work of this department) Produce a wise agreement: i. e. meet legitimate interests for each side, take community concerns into account, resolve conflicting interests, is durable. Egocentrism: we view our experiences as flattering for us: ex. I won"t crash if i use my cellphone. Confirmation bias: we see what we want to see when appraising out own performance. Satisficing: settling for something less that one could have had: opposite of optimizing or having a low performance bar. Self-reinforcing incompetent: not knowing our limitations and then changing criteria to support incompetence: making excuses.
