Introduction to Organizational Behavior

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
How did you do?

• 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?

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!