Distributive Criticism

1
Distributive Criticism

• Unwise
• Inefficient
• Does not preserve the relationship
• Soft vs. Hard bargaining

2
Strategy Integrative Bargaining
3
Characteristics

• Win-win
• Focus on Interests
• Focus on Commonalities
• Share Information

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Model

• Separate the people from the problem
• Focus on interests, not issues
• Generate multiple mutual options
• Generate an objective criteria

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People Protection

• Build a working relationship
• Face the problem, not the people
• Soft on people, hard on merits
• Literally, sitting on the same side

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Managing the People Problem

• Perceptions
• Emotions
• Misunderstandings

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Perceptions

• Put yourself in their shoes
• Do not blame
• Discuss perceptions--explicitly
• Opportunities for inconsistency

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Perceptions

• Give them a stake in the outcome
• Do not deduce intention from fear
• Allow for face-saving

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Emotions

• Recognize existence
• Acknowledge explicitly
• Allow for outbreaks
• Symbolic gestures

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Communication

• Actively listen
• Speak to be understood
• Speak about you not them
• Speak for a purpose (PREP)
• Do not put solution before the interests

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Interests

• Define Problem
• Emphasize commonalities
• Multiple interests
• Flexibility

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Inventing Options

• Brainstorming
• Group (collectivity)
• Group (individual)
• Survey

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Problems of Inventing Options for Mutual Gain

• Premature judgment
• Search for single solution
• Assumption of fixed pie
• Solving their problem is their problem

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Alternative Solutions

• Expand the pie
• Logroll
• Non-specific compensation
• Cut the costs of compliance
• Finding a bridge solution

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Objective Criteria

• Market value or standard
• Principle not pressure
• Frame it as a joint search

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Necessary Underpinnings

• Sharing Information (asking questions)
• Clear communication (consistency)
• Trust

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Final Note

• Make their decision easy
• Be firm with interests and flexible with how to
  get interests.

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Universal Computer (1)

• Teams of Two
• Manager of Crawley or Phillips
• Defect Problemoperationalizing 95 rate
  differently
• Make initial goals, meet and settle