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the nature of negotiation

Tricia S. Jones, Temple University, copyright protect, March 2006. Dimensions of Negotiation. public versus privateshort-term versus long-termprocessgoalsrelationshipformal versus informationrolesprocedures. Tricia S. Jones, Temple University, copyright protect, March 2006. Competitive and Cooperative Negotiation.

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the nature of negotiation

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    1. Tricia S. Jones, Temple University, copyright protect, March 2006 The Nature of Negotiation Negotiation is a situation of joint decision-making in which: Two or more distinct parties are involved Parties have differing interests with respect to one or more issues Parties share an interest in reaching agreement, and often have other common interests as well. Involves the voluntary sharing or exchange of one or more specific resources for the resolution of an issue or issues.

    2. Tricia S. Jones, Temple University, copyright protect, March 2006

    3. Tricia S. Jones, Temple University, copyright protect, March 2006 Competitive and Cooperative Negotiation Competitive/Bargaining Advocacy Information Control Persuasion Offer-Counteroffer Process Cooperative/Principled Negotiation Inquiry Information Sharing Problem-Solving Interest Exploration Process

    4. Tricia S. Jones, Temple University, copyright protect, March 2006 Choosing the Right Approach Three basic factors should be considered Nature of the Problem Nature of the Parties Nature of the External Pressures No one factor will determine the right approach

    5. Tricia S. Jones, Temple University, copyright protect, March 2006 Nature of the Problem Procedural/Technical or Distributive? If distributive – competitive Of Equal Importance to the Parties? If ‘yes’ and high stakes – competitive Complex or Simplistic? If simplistic, single issue – more likely competitive Value or Interest Based? If value conflict – competitive

    6. Tricia S. Jones, Temple University, copyright protect, March 2006 Nature of the Parties More than two parties? The more parties the more likely competitive Do the parties see each other as legitimate? If no, competitive Do parties have equal power? If no, competitive Do parties trust each other? If no, competitive Do they have and want long-term relationship? If no, competitive

    7. Tricia S. Jones, Temple University, copyright protect, March 2006 External Pressures Deadlines? If yes, competitive Powerful constituencies? If yes, competitive Method of impasse intervention (mediation, arbitration)? If no, more likely competitive

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