1 / 10

Introduction to Organizational Behavior

Introduction to Organizational Behavior. Section 4. Agenda. Attendance Group Activity: Negotiating Rationally Survey Q & A. Negotiation Activity: Part I. Total time: 10 minutes Read the script individually Do not share the information from your script Match up in pairs

shea-leon
Download Presentation

Introduction to Organizational Behavior

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. Introduction to Organizational Behavior Section 4

  2. Agenda • Attendance • Group Activity: Negotiating Rationally • Survey • Q & A

  3. Negotiation Activity: Part I • Total time: 10 minutes • Read the script individually • Do not share the information from your script • Match up in pairs • If you are Dr. Jones find another Dr. Jones • If you are Dr. Roland find anther Dr. Roland • Develop a strategy for the negotiation with your partner

  4. Negotiation Activity: Part II • Total time: 10 minutes • Find your opponents • If you are the Dr. Jones Group find a Dr. Roland Group • If you are Dr. Roland group find a Dr. Jones group • Start negotiating • After 15 minutes/once you have an agreement, write outcome on board

  5. Groups with Agreements Are both parties happy with the agreement? What does your agreement look like? Groups with Impasses Why did you not reach an agreement? Why was this a tough bargaining situation? What exactly did the Dr. Jones team want? What exactly did the Dr. Roland team want? How did you do?

  6. The Mythical Fixed Pie • Negotiating about oranges: We assume a negotiation situation to be distributive (zero-sum/win-lose) |-------------------| |-------------------| no overlap in bargaining zones • We do not see the integrative elements (win-win) |-------------------| overlap in bargaining zones |-------------------| that actually exist when we negotiate about peel & juice. • When cooperation and competition are required: • competition dominates • creative-problem solving is inhibited

  7. Other observations? • Anchoring effect? • Escalation of commitment? • Group dynamics? • … ?

  8. Survey • Instructions are written on handout • Fill out survey individually & please do not talk • No need to put your SID on survey • Fill out 1st part of survey (5 minutes); please do not flip to rest of the handout until the 5 minutes have elapsed • After 5 minutes, proceed with 2nd survey • Hand in both surveys once you are done • Results will be used later in the semester

  9. Q & A

  10. Have a good weekend!

More Related