S7 - Negotiation Process and Timing Flashcards
phases
the negotiation process
prenegotiation
the negotiation process
process as a balance between –> search joint gains / competing claims and interests
negotiation may take many forms –> from a distance vs. face to face / bilateral vs. trilateral vs. multilateral
goal oriented negotiation process
Insights for practitioners (prescriptive): how to win, how to do best
BATNA
process-oriented negotiation
Comprehensive model: past-determined and future-oriented
Negotiation as phases (Zartman & Berman 1982)
Negotiation process as a sequence of stages (Shell 1999)
negotiation as phases
diagnostic phase
formula phase
details phase
formula phase
Eliminating issues to the negotiations
details phase
Eliminating issues in the negotiations
Negotiation process as a sequence of concessions
Convergence achieved by reciprocation
Bargaining behavior: confrontational, accommodative, tit-for-tat?
Negotiation process as an exchange of information
Negotiation as a “persuasive debate”
Exchange is designed to influence the other side
Aim to transform unilateral actions into joint ones
negotiation as a sequence of stages
preparation
exchanging information
opening & concession making
closing & commtiment
Shell (1999) on negotiation
Negotiation is “an interactive communication process that may take place whenever we want something from someone else or another person wants something from us
What is prenegotiation?
Prenegotiation is the span of time and activity in which the parties move from conflicting unilateral solutions for a mutual problem to a joint search for cooperative multilateral or joint solutions
span of time in which move from unilateral solution –> joint solution
When does prenegotiation end?
Prenegotiation ends when the parties agree to formal negotiations (an exchange of proposals designed to arrive at a mutually acceptable outcome in a situation of interdependent interests) or when one party abandons the consideration of negotiation as an option
agree to formal negotations / one party abandons the consideration of negotiation
Prenegotiation as phases
Defining the problem (≈ diagnostic phase)
Developing a commitment to negotiations
Arranging the negotiations
why is prenegotiation necessary - risks
Less risky to explore negotiation as an option than to negotiate
Exchange of information reduces uncertainties
why is prenegotiation necessary - costs
Exploration of potential costs of actual negotiations
Development of perception that negotiation is an alternative
why is prenegotiation necessary - requitement
Assuring the other side that concessions will be reciprocated
why is prenegotiation necessary - support
Preparing domestic and international audiences
why is prenegotiation necessary - alternatives
Exploring alternative ways to frame the issue
Compiling the list of alternatives (BATNA)
why is prenegotiation necessary - participants
Exploring which actors should be included in the process
Inclusiveness vs. exclusiveness
Identifying potential spoilers
spoilers
why is prenegotiation necessary - bridges
Trust building mechanism: (e.g. cease-fires)
when is a conflict mature (ripe)
Perception of three crucial aspects
Mutually Hurting Stalemate (push factor)
Way Out (pull factor)
Mutually Enticing Opportunity (pull factor)
mutually hurting stalemate
Both sides realize that they have more to gain by agreeing to negotiation than to continue fighting with each other. Encourages parties to look for a way out.
realizing more to gain by agreeing to negotiation than to continue fighting –> way out
way out
Parties must have a perception that a solution is possible and the other party has the same perception and is looking for a negotiation as well.
Don’t have to identify a solution to the conflict, just have to believe that a negotiation is possible and that the other party shares the sense that negotiation is possible.
perception that solution is possible - other party same perception.
both parties need to believe that both shares the sense that negotiation is possible
