NEGOTIATION

1
NEGOTIATION

• Raymon Cancino
• Michelle Glueckert
• Christal Love

2
Principles of Negotiation

• ..people..
• ..interests..
• ..opinions..
• ..criteria..

Source Fisher, Roger Ury, William, and Patton,
Bruce. (1994). Getting to Yes Negotiating
Agreement Without Giving In. Houghton Mifflin
Books.
3
PEOPLE

• separate the people
• from the problem

4
INTERESTS

• focus in interests,
• not positions

5
OPTIONS

• invent options
• for mutual gain

6
CRITERIA

• insist on using
• objective criteria

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BREAK INTO 4 GROUPS

• Group 1 People
• Group 2 Interests
• Group 3 Options
• Group 4 Criteria

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Group 1People

• In The Office episode what were some of the
  tactics that Michael tried to establish his
  position?
• Throughout the negotiation process each actor was
  preoccupied with the person they were negotiating
  with rather than the problem.
• What are some of the obvious systemic problems in
  the organizational structure that allowed this to
  occur?

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Group 2 Interests

• Focus on interests, not positions
• What were some of the obvious mutual interests
  that were presented in The Office?

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Group 3 Options

• Invent options for mutual gain
• How was Michael able to provide a new option for
  mutual gain?

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Group 4 Criteria

• How was the fairness of the methods in gaining a
  raise called into question?
• What could have been other alternatives?