Class 1 Review

Dysfunctions Competitive processes. Misperception and bias. Emotionality Decreased

communication. Blurred issues. Rigid commitments. Magnified differences,

minimized similarities. Escalation of the

conflict.

3

The Dual Concerns Model

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Discussion: Fisher Questions What are 2 standard negotiating strategies? According to Fisher, what is a wise agreement List 3 reasons and explain them why the author

rejects arguing over positions as a way to negotiate. How can the human element help or harm

negotiations? How will perception of the other side help in

negotiations? How can your own perceptions influence negotiations?

Why should you give your interests and reasoning first and your conclusions and proposals later?

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Argumentation vs. Persuasion

• Argumentation.– Presenting facts and

data in logically sound ways in order to persuade someone to change belief or behavior.

• Persuasion.– A delicate mix Of:• Rational argument;• Social forces;• Psychological

forces;• Rhetoric.

• Argumentación. – Presentación de hechos y

de datos de maneras lógicamente sanas para persuadir alguien de cambiar creencia o comportamiento.

• Persuasión. – Una mezcla delicada de: – Discusión racional; – Fuerzas sociales; – Fuerzas psicologicas; – Retórico.

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Ting Toomy

7

El modelo dual de las preocupaciones

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Poco Mucho

Preocupación por yo mismo

Pre

ocu

paci

ón

por

otr

a

Poc

o

M

ucho

AccommodatingAdaptarse

Problem SolvingColaborador

ContendingCompetetivo

CompromisingCompromiso

Inaction/AvoidEvitar

8

Face (Cara)

• Saving face is avoiding embarrassment.

• You might work to save your own face.

• You might work to help save another’s face.

• Face is an important concept in conflict negotiations.

• La ahorra cara está evitando la verguenza.

• Usted puede ser que trabaje para ahorrar su propia cara.

• Usted puede ser que trabaje para ayudar excepto cara de otra persona.

• La cara es un concepto importante en negociaciones del conflicto.

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9

Two Types of Cultures

• Collectivism. – “we” oriented

perspective that emphasizes relationships.

• Individualism– “I” oriented

perspective that emphasizes individualism.

• Different ways of defining self, goals and duty.

• Collectivism. – “nosotros"

orientamos la perspectiva que acentúa relaciones.

• Individualismo – "I" orientó la

perspectiva que acentúa individualismo.

• Diversas maneras de definir uno mismo, metas y deber.05/09/08

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Facework

• “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).

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11

Revised Conflict Map

05/09/08

Negotiation Role Play

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.

Role 1: Ronaldo Role 2 Alfonso (Representative of Apartment)

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Key Concepts

05/09/08

BATNA.

Reservation Price.

ZOPA.

Fixed Pie

Negation Frame

For next week

Fisher through CH 6 What is a wise

agreement Law of the Sea

Negotiation Kennedy and

Nuclear Test Band Treaty

Nasar and Israel

Fisher through CH 6 One text

negotiation Carter Circle Model for

creating Options Perceptions Sadat and Israel