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Overview

Overview. Scenarios Concepts Integrative and Distributive Bargaining Consensus Building Debriefing and Discussion. Scenario. Scenario. Negotiation and Consensus Building. Distributive bargaining Win-lose negotiations Dividing the pie (or the orange)

courtney-mclean
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Overview

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Presentation Transcript

  1. Overview • Scenarios • Concepts • Integrative and Distributive Bargaining • Consensus Building • Debriefing and Discussion

  2. Scenario

  3. Scenario

  4. Negotiation and Consensus Building • Distributive bargaining • Win-lose negotiations • Dividing the pie (or the orange) • Integrative or principled bargaining • Win-win negotiations • Expanding the pie (or the orange)

  5. Lessons • Integrative bargaining can be powerful • Problem definition has an impact • 1: Dividing up the oranges • 2: Your needs with the oranges • Not all settings can become integrative

  6. Traditional Bargaining Strategies to shift the zone of agreement • Establish an extreme position • Keep (or pretend to have) a firm position • Use deadlines, competing offers, etc. Zone of Agreement Position 1 Position 2

  7. Managing Conflict in Collaboration • Seek to build consensus via integrative bargaining • Separate the people from the problem • Focus on interests, not positions • Invent options for mutual gain • Insist on using objective criteria (Fisher and Ury 1981) • Create clear rules for decision making • Consensus • Consensus-1 or Supermajority • Simple majority

  8. Consensus Building Expanding Deliberating Narrowing Groan Zone Business as Usual Based on Kaner (1996)

  9. West Eugene Parkway Scenario

  10. Discussion • Strategies for promoting integrative bargaining? • Strategies for constituent and public input? • Likely problems with an integrative approach? • BATNA (Best Alternative to a Negotiated Agreement)

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