1 / 8

Negotiation Strategies in Pakistani Prunes Exercise

Explore the similarities and differences in roles, initial offers, BATNAs, and the impact of factors outlined in Thompson & Leonardelli. Discuss trust, integrative agreements, disclosure, and reaching compromises.

jmccormack
Download Presentation

Negotiation Strategies in Pakistani Prunes Exercise

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Before starting discussion,in Pakistani Prunes Exercise • List at least one way how your role is similar & different from the other party’s role? • How may the similarities & differences affect interests/offers in the negotiation?

  2. Before starting discussion,in Pakistani Prunes Exercise • What is your initial offer? What do you think the other party may do in response to your initial offer? Why may they not agree with your initial offer? • What will you do if you • do not have an agreement (i.e., What is your Best Alternative to a Negotiated Agreement (BATNA)? • have an agreement, to whom and how will the prunes be delivered?

  3. Before starting discussion,in Pakistani Prunes Exercise • How may the factors outlined in Thompson & Leonardelli affect your & the other party’s behavior? How will you ensure that they affect your negotiation positively?

  4. Describe how you used your knowledge about these factors in your plan Type of Relationship between parties Type of Emotions Negotiation Perceptions of Parties Ability to Invent Options Type of BATNA Bargaining Style

  5. Describe how these affected your Ability to Invent Options during the negotiation Fixed Pie Perceptions Search for a single answer Ability to Invent Options Time Pressure Expectations about other party

  6. Questions on Process • Did the parties trust each other? Why or Why not? • Did the parties negotiate about positions or interests? • How easy/difficult is it to reach an integrative (win-win) agreement?

  7. Questions on Reaching Agreement • For those groups reaching agreements, what were they? • How creative/complex were the solutions • How many discussed how you will go about implement the agreement? • What precautions did you take to ensure the other side will follow through? • For those who discovered the integrative agreement, how did you find out the ‘secret’? • What examples can you give of such a perfectly integrative, ‘win-win’ solution in the ‘real’ world?

  8. Questions on Non-agreement/Compromises • For those reaching 50-50 compromise – • How much disclosure was there on each side about • how many prunes each side wanted? • What they want to use the prunes for? • How would your negotiation have benefited from more disclosure? • For those groups NOT coming to an agreement, what were the problems? • What could you have done to make progress?

More Related