As I look back on this negotiations course, I realize that I have come a long way in the way I view negotiations and the way I view myself.
As far as my understanding of negotiating goes, the class and the readings have taught me some very important things. I think the first thing that I learned is that it is important to do your research in the negotiation. This not only includes the situation from my point of view, but also how the other person might view the situation. In every negotiation that we had, I felt like the most leverage from the other side came from their control over their information. The more I could do to get information, the more confident I could be. I also learned that in the negotiations I need to seek out as much information as possible. This helps to confirm what I had predicted and look for ways to go next.
I think the thing that I will take most from this class is the understanding of my own negotiating personality and tendencies and how these will impact future encounters. I tend to be a pretty cooperative problem-solving type of person. I realize that this can be useful, but sometimes it is better to focus more on my own interests and create resistance because this tension can sometimes lead to more creative solutions. In my negotiations and in the readings, I also realize the importance of understanding the personality of the other side. I tend to be very trusting of the other party, and I realize that it is important for me to take things with a grain of salt and make sure that the other side is not taking advantage of me.
Overall, this class has been very interesting, informative, and fun. I feel like I have begun to develop some useful skills that will serve me well in the future. However, I think that these skills will need to be further developed and practiced for me to be a great negotiator.
Saturday, March 24, 2007
Mediation
General: What happened; what was the outcome; were you successful or not; why and why not; We did 3 negotiations and each person took a turn as a mediator. In each case the two parties were able to reach a mutual agreement.
· who was satisfied (answer this before comparing walkaways or comparing information); Everyone was satisfied.
· did either violate his/her walkaway; if so, why?
Nobody violated walkaways. These cases were less straightforward about the walkaway and more about solving a problem that could not be agreed upon before.
· if there was a gap in walkaways, how did you bridge (or try) the gap
There were gaps that were bridged.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think each one worked out well. No money on the table.
· was there anything that surprised you about the negotiation
When I was the mediator, the people gave concessions until the gap had been closed substantially and then haggled forever over the last ten dollars. I am still confused about this one.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
It was different in each case, but in general each side was making an offer that the other saw as ridiculous.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_4__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_4__The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_4__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_4__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_4__Legitimacy: was the agreement considered fair by some external benchmark
_4__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_4__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_4__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_4__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
Yes, with the help of the mediator.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
The mediator made this possible, in each case there was a caucus for each party.
· be open to persuasion
Eventually
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
When the mediator asked questions these things became clear.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
Eventually
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think acting as a mediator, I was able to see the negotiation in a different way than I did as one of the negotiators. By trying to find out how each side felt about everything I felt like solutions became clear to me fairly quickly. When I negotiate in the future, I hope I can take a step back and try to see the situation from this point of view to get information about the other side and come to the best solution.
· What were keys to the negotiation being successful or unsuccessful
Asking questions and getting each side to see the alternatives.
· What would you do differently if you were to do this same negotiation again
I would try to get the two sides to do as much on their own as possible.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time? I tend to look for the best solution before trying to focus on my own position.
· What did you learn in general?
That mediation is very interesting. It seems like it could be a rewarding activity.
· If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think people would have been more emotional and probably less willing to cooperate so easily. I would overcome this by asking them to talk to me and really try to help them see their alternatives and the benefits of solving the problem (if it was beneficial.)
· who was satisfied (answer this before comparing walkaways or comparing information); Everyone was satisfied.
· did either violate his/her walkaway; if so, why?
Nobody violated walkaways. These cases were less straightforward about the walkaway and more about solving a problem that could not be agreed upon before.
· if there was a gap in walkaways, how did you bridge (or try) the gap
There were gaps that were bridged.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think each one worked out well. No money on the table.
· was there anything that surprised you about the negotiation
When I was the mediator, the people gave concessions until the gap had been closed substantially and then haggled forever over the last ten dollars. I am still confused about this one.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
It was different in each case, but in general each side was making an offer that the other saw as ridiculous.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_4__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_4__The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_4__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_4__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_4__Legitimacy: was the agreement considered fair by some external benchmark
_4__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_4__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_4__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_4__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
Yes, with the help of the mediator.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
The mediator made this possible, in each case there was a caucus for each party.
· be open to persuasion
Eventually
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
When the mediator asked questions these things became clear.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
Eventually
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think acting as a mediator, I was able to see the negotiation in a different way than I did as one of the negotiators. By trying to find out how each side felt about everything I felt like solutions became clear to me fairly quickly. When I negotiate in the future, I hope I can take a step back and try to see the situation from this point of view to get information about the other side and come to the best solution.
· What were keys to the negotiation being successful or unsuccessful
Asking questions and getting each side to see the alternatives.
· What would you do differently if you were to do this same negotiation again
I would try to get the two sides to do as much on their own as possible.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time? I tend to look for the best solution before trying to focus on my own position.
· What did you learn in general?
That mediation is very interesting. It seems like it could be a rewarding activity.
· If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think people would have been more emotional and probably less willing to cooperate so easily. I would overcome this by asking them to talk to me and really try to help them see their alternatives and the benefits of solving the problem (if it was beneficial.)
Tuesday, February 20, 2007
Deeport Case
General: What happened; what was the outcome; were you successful or not; why and why not;
Deeport mostly took control. They figured out a solution that pleased everyone but the competitors. I agreed with every proposal they had from the beginning.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone but the competitors were satisfied. She was voted off.
· did either violate his/her walkaway; if so, why?
Nobody violated.
· if there was a gap in walkaways, how did you bridge (or try) the gap
No opportunities for flexibility.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I'm not sure if we got near the frontier, but since the Deeports were calling the shots, they got what they felt was their best option.
· was there anything that surprised you about the negotiation
I was suprised that there was never a proposition that was below my walkaway.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
Deeport made an initial offer, then asked questions to everyone and repeated until they got a solution that worked.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_5_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_5__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_5__How well did I develop a plan for managing the process of negotiation?
_3__Did I actively shape the agenda and manage the process to my advantage?
_3__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_3__The Other's Interests did I find out the other side's real interests and constraints
___Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_5__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_4__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_3__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
Deeport pretty much controlled the whole process.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
I listened to most people, but I did not see much advantage to forming a coalition. The competitors approached me, but there didn't seem to be a strong incentive for me.
· be open to persuasion
Every solution was pretty good for me so I didn't need much persuasion.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
All of us proposed our optimum solution to Deeport, but they rejected it.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
There was a problem solving atmosphere.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think I was too easy going when all of the proposals were well above my walkaway. I think I might try harder to get more points. I think if I had really known my leverage going in I could have formed an alliance or two and really pushed for a solution that was even better for me.
· What were keys to the negotiation being successful or unsuccessful
Deeport was able to read everyone well and they came up with the solution that best suited their interests.
· What would you do differently if you were to do this same negotiation again
I would probably try to form an alliance with someone and be willing to say no.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I tend to be willing to accept an acceptable offer without really pushing for the best possible outcome. I need to be more agressive about going for the maximum. I dont focus enough on lofty goals and too much on my walkaway.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
After discussing the case in class, I learned that Deeport did not have as much power as we thought. I wish that I had had this perspective when going in to the negotiation. I think I should have been willing to say no to things that were above my walkaway to see how much I could really get out of the situation. Deeport took some of our mutual issues for granted and didn't concede much on our issues of difference. I would push harder on these and not let them take the other issues for granted.
Deeport mostly took control. They figured out a solution that pleased everyone but the competitors. I agreed with every proposal they had from the beginning.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone but the competitors were satisfied. She was voted off.
· did either violate his/her walkaway; if so, why?
Nobody violated.
· if there was a gap in walkaways, how did you bridge (or try) the gap
No opportunities for flexibility.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I'm not sure if we got near the frontier, but since the Deeports were calling the shots, they got what they felt was their best option.
· was there anything that surprised you about the negotiation
I was suprised that there was never a proposition that was below my walkaway.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
Deeport made an initial offer, then asked questions to everyone and repeated until they got a solution that worked.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_5_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_5__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_5__How well did I develop a plan for managing the process of negotiation?
_3__Did I actively shape the agenda and manage the process to my advantage?
_3__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_3__The Other's Interests did I find out the other side's real interests and constraints
___Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_5__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_4__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_3__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
Deeport pretty much controlled the whole process.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
I listened to most people, but I did not see much advantage to forming a coalition. The competitors approached me, but there didn't seem to be a strong incentive for me.
· be open to persuasion
Every solution was pretty good for me so I didn't need much persuasion.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
All of us proposed our optimum solution to Deeport, but they rejected it.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
There was a problem solving atmosphere.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think I was too easy going when all of the proposals were well above my walkaway. I think I might try harder to get more points. I think if I had really known my leverage going in I could have formed an alliance or two and really pushed for a solution that was even better for me.
· What were keys to the negotiation being successful or unsuccessful
Deeport was able to read everyone well and they came up with the solution that best suited their interests.
· What would you do differently if you were to do this same negotiation again
I would probably try to form an alliance with someone and be willing to say no.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I tend to be willing to accept an acceptable offer without really pushing for the best possible outcome. I need to be more agressive about going for the maximum. I dont focus enough on lofty goals and too much on my walkaway.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
After discussing the case in class, I learned that Deeport did not have as much power as we thought. I wish that I had had this perspective when going in to the negotiation. I think I should have been willing to say no to things that were above my walkaway to see how much I could really get out of the situation. Deeport took some of our mutual issues for granted and didn't concede much on our issues of difference. I would push harder on these and not let them take the other issues for granted.
Monday, February 19, 2007
Mt. Sinai Hospital
General: What happened; what was the outcome; were you successful or not; why and why not;
There were five of us who had to come to an agreement that was acceptable to everyone. We were successful, but everyone had to make some major concessions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone could live with the outcome.
· did either violate his/her walkaway; if so, why?
There was one issue that a couple people violated a walkaway, but it was an unimportant issue to them. Other than that we came up with a solution where we werent pushed to walk away.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We basically had to find the only solution that did not have a gap in walkaways. I think the idea of the case was to have people who werent willing to give in on certain issues.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I kind of felt like nobody but the ceo was very pleased with the outcome, but there really was no other solution.
· was there anything that surprised you about the negotiation
Yes, how much I had to give on every single issue.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
We basically just went through each issue and established our preferences. Then we continued to discuss each issue until we found something that would work. I tried to find a solution that satisfied four of five to a greater degree, but it was apparent that it wasn't going to happen.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_5_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_5__Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_5__How well did I develop a plan for managing the process of negotiation?
_5__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_5__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_5__The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_-__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__5_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__5_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__4_Legitimacy: was the agreement considered fair by some external benchmark
__4_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_5__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
We spent a lot of time trying to understand where each person stood on each issue and what alternatives they found acceptable.
· be open to persuasion
After it was clear that we werent all going to get everything we wanted
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
yes
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
The process very quickly turned from arguing our sides to trying to solve a problem.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think I would like to have the type of openness where the other persons needs are very clear and you just try to solve a problem as opposed to arguing for what you want. I dont think this works in a lot of situations though. My strength is more in solving problems than in being agressive towards my own needs.
· What were keys to the negotiation being successful or unsuccessful
We knew we all had to agree and people were willing to compromise a little or a lot in my case.
· What would you do differently if you were to do this same negotiation again
Not much.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I went in having really high hopes that most things would go in my favor. I wasn't expecting as much opposition on each issue. I think I need to think more about what obstacles I might face before going in. I also think I need to be more confident in my goals going in an focus on that more than my walkaway.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I learned that it is really important to be willing to compromise. Probably more important was being proactive about really finding about the needs of every person in the negotiation. If this were a real case I think people would have been a lot more emotional about their stances and it would have taken much more time to reach a solution. I would not be suprised if this was a real case if a couple people walked away because the personalities of the characters seemed a little more stubborn than we were.
There were five of us who had to come to an agreement that was acceptable to everyone. We were successful, but everyone had to make some major concessions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone could live with the outcome.
· did either violate his/her walkaway; if so, why?
There was one issue that a couple people violated a walkaway, but it was an unimportant issue to them. Other than that we came up with a solution where we werent pushed to walk away.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We basically had to find the only solution that did not have a gap in walkaways. I think the idea of the case was to have people who werent willing to give in on certain issues.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I kind of felt like nobody but the ceo was very pleased with the outcome, but there really was no other solution.
· was there anything that surprised you about the negotiation
Yes, how much I had to give on every single issue.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
We basically just went through each issue and established our preferences. Then we continued to discuss each issue until we found something that would work. I tried to find a solution that satisfied four of five to a greater degree, but it was apparent that it wasn't going to happen.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_5_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_5__Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_5__How well did I develop a plan for managing the process of negotiation?
_5__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_5__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_5__The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_-__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__5_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__5_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__4_Legitimacy: was the agreement considered fair by some external benchmark
__4_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_5__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
We spent a lot of time trying to understand where each person stood on each issue and what alternatives they found acceptable.
· be open to persuasion
After it was clear that we werent all going to get everything we wanted
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
yes
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
The process very quickly turned from arguing our sides to trying to solve a problem.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think I would like to have the type of openness where the other persons needs are very clear and you just try to solve a problem as opposed to arguing for what you want. I dont think this works in a lot of situations though. My strength is more in solving problems than in being agressive towards my own needs.
· What were keys to the negotiation being successful or unsuccessful
We knew we all had to agree and people were willing to compromise a little or a lot in my case.
· What would you do differently if you were to do this same negotiation again
Not much.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I went in having really high hopes that most things would go in my favor. I wasn't expecting as much opposition on each issue. I think I need to think more about what obstacles I might face before going in. I also think I need to be more confident in my goals going in an focus on that more than my walkaway.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I learned that it is really important to be willing to compromise. Probably more important was being proactive about really finding about the needs of every person in the negotiation. If this were a real case I think people would have been a lot more emotional about their stances and it would have taken much more time to reach a solution. I would not be suprised if this was a real case if a couple people walked away because the personalities of the characters seemed a little more stubborn than we were.
Tuesday, February 6, 2007
Sally Soprano
General: What happened; what was the outcome; were you successful or not; why and why not;
We both started out with flat straightforward offers, we soon realized that we needed to come up with a creative solution. We decided on a $23,500 fee plus 20% of sales over 85% $1000 of their marketing budget focused on Sally and some control over the cast members.
· who was satisfied (answer this before comparing walkaways or comparing information);
We were both satisfied.
· did either violate his/her walkaway; if so, why?
Technically we did.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We did a risk sharing strategy.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think it is a win win situation, especially since Sally has a motivation to fill the opera house.
· was there anything that surprised you about the negotiation
No, it was different negotiating with two groups of two people. I think that actually made it easier.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
We started at $50,000 and they started at $20,000. The high and low anchors let us know that we needed to do something creative.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_4__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_4__The Other's Interests did I find out the other side's real interests and constraints
_5__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_5__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_5__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_4__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_5__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_5__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_5_Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_5__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
Both sides asked a lot of questions and were very friendly.
· be open to persuasion
We were pretty open.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
Yes
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
There was never much of an adversarial tone.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think we needed to be a little more clear on our offers because sometimes each side was confused about what was actually on the table.
· What were keys to the negotiation being successful or unsuccessful
Both sides were willing to be creative.
· What would you do differently if you were to do this same negotiation again
Ask more questions up front.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think my negotiation style depends on the style of the other party. In this case, there were no agressive attitudes and the whole process went smoothly, but the outcome was fair. I think would have been a difficult negotiation if the other side was not willing to think outside the box a little. I also realize that it is important that I make sure my co-negotiator is on the same page as me. I sometimes heard things from my side that I didn't know we were thinking.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
With this situation, we had to go back and sell our agreement to our client. It sounded good to me, but I'm not sure if it would be a realistic solution.
We both started out with flat straightforward offers, we soon realized that we needed to come up with a creative solution. We decided on a $23,500 fee plus 20% of sales over 85% $1000 of their marketing budget focused on Sally and some control over the cast members.
· who was satisfied (answer this before comparing walkaways or comparing information);
We were both satisfied.
· did either violate his/her walkaway; if so, why?
Technically we did.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We did a risk sharing strategy.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think it is a win win situation, especially since Sally has a motivation to fill the opera house.
· was there anything that surprised you about the negotiation
No, it was different negotiating with two groups of two people. I think that actually made it easier.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
We started at $50,000 and they started at $20,000. The high and low anchors let us know that we needed to do something creative.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_4__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_4__The Other's Interests did I find out the other side's real interests and constraints
_5__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_5__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_5__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_4__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_5__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_5__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_5_Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_5__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
Both sides asked a lot of questions and were very friendly.
· be open to persuasion
We were pretty open.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
Yes
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
There was never much of an adversarial tone.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think we needed to be a little more clear on our offers because sometimes each side was confused about what was actually on the table.
· What were keys to the negotiation being successful or unsuccessful
Both sides were willing to be creative.
· What would you do differently if you were to do this same negotiation again
Ask more questions up front.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think my negotiation style depends on the style of the other party. In this case, there were no agressive attitudes and the whole process went smoothly, but the outcome was fair. I think would have been a difficult negotiation if the other side was not willing to think outside the box a little. I also realize that it is important that I make sure my co-negotiator is on the same page as me. I sometimes heard things from my side that I didn't know we were thinking.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
With this situation, we had to go back and sell our agreement to our client. It sounded good to me, but I'm not sure if it would be a realistic solution.
Wright Airplane Case
General: What happened; what was the outcome; were you successful or not; why and why not;
We reached an agreement using creative solutions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Both our needs were satisfied.
· did either violate his/her walkaway; if so, why?
Technically the final price was beyond both of our walkaways.
· if there was a gap in walkaways, how did you bridge (or try) the gap
It was obvious that we both had more to offer each other than money. We worked out a good solution.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
No money was left on the table.
· was there anything that surprised you about the negotiation
I was suprised how easy it was to get to a solution.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation? I started high, and he started low, but the gap wasn't too big.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
__4_Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
__4_How well did I develop a plan for managing the process of negotiation?
_5__Did I actively shape the agenda and manage the process to my advantage?
__5_How well did I try understand the other person:
__5_Exploring Interests: did I communicate my interests;
__4_Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
__4_The Other's Interests did I find out the other side's real interests and constraints
__5_Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
__5_Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__4_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__4_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__5_Legitimacy: was the agreement considered fair by some external benchmark
__5_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
__5_Communication: did we practice effective two way communication…did we listen…did we rephrase…
__5_Focus on the problem, not the person: did we avoid attacking or threatening the other person
__5_Relationship: did we deal well with differences; is our relationship better off now than before
__5_Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
__5_Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
__5_Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it? Yes we used principled techniques.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
Better than in any of my negotiations so far.
· be open to persuasion
Yes
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
Yes, we did this.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
We started out with a problem solving mindset.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I would like to be able to get the other person to have a problem solving mindset and avoid mindless haggling.
· What were keys to the negotiation being successful or unsuccessful
Creativity and friendliness.
· What would you do differently if you were to do this same negotiation again
Not much, things seemed to go well. If I was negotiating with a different person, I might have to confront the situation differently.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I would need to be careful in a situation like this if the other person was looking to take advantage of me. I seem to be pretty agreeable if the person seems willing to compromise in some way. I could probably bargain harder for my own interests.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think this kind of situation was more realistic than any of the cases we have done so far. It may be more difficult to come up with these solutions in real life though. Since this was pretty much a transaction type negotiation, it would probably not be so likely that people would look for creative ways to make both sides better off.
We reached an agreement using creative solutions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Both our needs were satisfied.
· did either violate his/her walkaway; if so, why?
Technically the final price was beyond both of our walkaways.
· if there was a gap in walkaways, how did you bridge (or try) the gap
It was obvious that we both had more to offer each other than money. We worked out a good solution.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
No money was left on the table.
· was there anything that surprised you about the negotiation
I was suprised how easy it was to get to a solution.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation? I started high, and he started low, but the gap wasn't too big.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
__4_Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
__4_How well did I develop a plan for managing the process of negotiation?
_5__Did I actively shape the agenda and manage the process to my advantage?
__5_How well did I try understand the other person:
__5_Exploring Interests: did I communicate my interests;
__4_Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
__4_The Other's Interests did I find out the other side's real interests and constraints
__5_Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
__5_Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__4_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__4_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__5_Legitimacy: was the agreement considered fair by some external benchmark
__5_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
__5_Communication: did we practice effective two way communication…did we listen…did we rephrase…
__5_Focus on the problem, not the person: did we avoid attacking or threatening the other person
__5_Relationship: did we deal well with differences; is our relationship better off now than before
__5_Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
__5_Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
__5_Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it? Yes we used principled techniques.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
Better than in any of my negotiations so far.
· be open to persuasion
Yes
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
Yes, we did this.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
We started out with a problem solving mindset.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I would like to be able to get the other person to have a problem solving mindset and avoid mindless haggling.
· What were keys to the negotiation being successful or unsuccessful
Creativity and friendliness.
· What would you do differently if you were to do this same negotiation again
Not much, things seemed to go well. If I was negotiating with a different person, I might have to confront the situation differently.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I would need to be careful in a situation like this if the other person was looking to take advantage of me. I seem to be pretty agreeable if the person seems willing to compromise in some way. I could probably bargain harder for my own interests.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think this kind of situation was more realistic than any of the cases we have done so far. It may be more difficult to come up with these solutions in real life though. Since this was pretty much a transaction type negotiation, it would probably not be so likely that people would look for creative ways to make both sides better off.
Law Books Case
General: What happened; what was the outcome; were you successful or not; why and why not;
In general, the negotiation was successful. We agreed on a price that was within our ZOPA.
· who was satisfied (answer this before comparing walkaways or comparing information);
We were both satisfied, but I think I could have done better.
· did either violate his/her walkaway; if so, why?
No.
· if there was a gap in walkaways, how did you bridge (or try) the gap
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
· was there anything that surprised you about the negotiation.
Nothing was too surprising, I just feel like I was willing to cooperate a little too soon. I should have focused more on my goal than my walkaway
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low?
I started off at $1000 and he countered at about $30,000. Both were pretty extreme.
What effect did this have on the negotiation?
I think the large gap slowed the negotiation down because we were so far apart.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
4__ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
__3_How well did I develop a plan for managing the process of negotiation?
__3_Did I actively shape the agenda and manage the process to my advantage?
__4_How well did I try understand the other person:
_5__Exploring Interests: did I communicate my interests;
__4_Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
__4_The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
__4_Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__4_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__4_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__4_Legitimacy: was the agreement considered fair by some external benchmark
__5_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
__4_Communication: did we practice effective two way communication…did we listen…did we rephrase…
__5_Focus on the problem, not the person: did we avoid attacking or threatening the other person
__4_Relationship: did we deal well with differences; is our relationship better off now than before
__5_Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
__4_Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
__4_Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
We asked a lot of questions, but I think we spent too much time trying to justify our values. I wish I would have asked more questions.
· be open to persuasion
Somewhat.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
We were somewhere in between the two.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
· What were keys to the negotiation being successful or unsuccessful
We remained friendly.
· What would you do differently if you were to do this same negotiation again
I think I trusted him too much when he was bluffing. I would have acted a little tougher or tried to call his bluff.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I played it too safe. I should have been a little riskier. I think I am naturally a cooperative person, and I thought he would be too, but I realized that he is more competitive than I thought.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think we could have come to an agreement faster if this was a real case. The stakes really weren't that high. This was just books, and I think we would have valued a relationship much more than the books that were at stake.
In general, the negotiation was successful. We agreed on a price that was within our ZOPA.
· who was satisfied (answer this before comparing walkaways or comparing information);
We were both satisfied, but I think I could have done better.
· did either violate his/her walkaway; if so, why?
No.
· if there was a gap in walkaways, how did you bridge (or try) the gap
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
· was there anything that surprised you about the negotiation.
Nothing was too surprising, I just feel like I was willing to cooperate a little too soon. I should have focused more on my goal than my walkaway
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low?
I started off at $1000 and he countered at about $30,000. Both were pretty extreme.
What effect did this have on the negotiation?
I think the large gap slowed the negotiation down because we were so far apart.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
4__ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
__3_How well did I develop a plan for managing the process of negotiation?
__3_Did I actively shape the agenda and manage the process to my advantage?
__4_How well did I try understand the other person:
_5__Exploring Interests: did I communicate my interests;
__4_Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
__4_The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
__4_Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__4_Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
__4_Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
__4_Legitimacy: was the agreement considered fair by some external benchmark
__5_Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
__4_Communication: did we practice effective two way communication…did we listen…did we rephrase…
__5_Focus on the problem, not the person: did we avoid attacking or threatening the other person
__4_Relationship: did we deal well with differences; is our relationship better off now than before
__5_Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
__4_Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
__4_Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
We asked a lot of questions, but I think we spent too much time trying to justify our values. I wish I would have asked more questions.
· be open to persuasion
Somewhat.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
We were somewhere in between the two.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
· What were keys to the negotiation being successful or unsuccessful
We remained friendly.
· What would you do differently if you were to do this same negotiation again
I think I trusted him too much when he was bluffing. I would have acted a little tougher or tried to call his bluff.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I played it too safe. I should have been a little riskier. I think I am naturally a cooperative person, and I thought he would be too, but I realized that he is more competitive than I thought.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I think we could have come to an agreement faster if this was a real case. The stakes really weren't that high. This was just books, and I think we would have valued a relationship much more than the books that were at stake.
Wednesday, January 17, 2007
Appleton V. Baker
General: What happened; what was the outcome; were you successful or not; why and why not;
In this negotiation, I partnered up with Joel to represent the Bakers and we negotiated with Kristine who represented the Appletons. We were able to reach an agreement of $9000.
· who was satisfied (answer this before comparing walkaways or comparing information);
I think that both sides were satisfied.
· did either violate his/her walkaway; if so, why?
I think Kristine violated her walkaway, but technically she didn't because her walkaway should have been what the client had told her.
· if there was a gap in walkaways, how did you bridge (or try) the gap
There was no gap, but we did talk about other options.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think we were on the frontier.
· was there anything that surprised you about the negotiation
It was not surprising, but I noticed that even though this is an imaginary situation, our emotions and nerves still get involved.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
Kristine offered first at 26k and we countered at 2k. We both talked and asked a lot of questions back and forth to try to justify our offers and discredit the others. I felt each offer was at an extreme end. If one of us had not made a high/low offer, the other person would have had an advantage.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_3_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_3__Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_3__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_3__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_3__The Other's Interests did I find out the other side's real interests and constraints
_3__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_4__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_3__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_5__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_5__Relationship: did we deal well with differences; is our relationship better off now than before
_4__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_4__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it? yes
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase I think we could have asked more questions
· be open to persuasion I was more interested in persuading than being persuaded
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair. We could have done better
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think next time I am going to try to do more to find out where the other person is coming from, before and during the negotiation.
· What were keys to the negotiation being successful or unsuccessful I think with our ZOPA it was hard not to be successful.
· What would you do differently if you were to do this same negotiation again
Not much, research the other side a little more and think about why they want to sell.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time? I have to make an effort to be assertive.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I learned that negotiating is a good skill to work on. I think a real case would intensify some of the emotions and feelings that were present in the case. I think I would try to be prepared with my homework so that I could be confident in my position and not be subject to the emotion.
In this negotiation, I partnered up with Joel to represent the Bakers and we negotiated with Kristine who represented the Appletons. We were able to reach an agreement of $9000.
· who was satisfied (answer this before comparing walkaways or comparing information);
I think that both sides were satisfied.
· did either violate his/her walkaway; if so, why?
I think Kristine violated her walkaway, but technically she didn't because her walkaway should have been what the client had told her.
· if there was a gap in walkaways, how did you bridge (or try) the gap
There was no gap, but we did talk about other options.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think we were on the frontier.
· was there anything that surprised you about the negotiation
It was not surprising, but I noticed that even though this is an imaginary situation, our emotions and nerves still get involved.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
Kristine offered first at 26k and we countered at 2k. We both talked and asked a lot of questions back and forth to try to justify our offers and discredit the others. I felt each offer was at an extreme end. If one of us had not made a high/low offer, the other person would have had an advantage.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_3_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_3__Did I establish my own priorities and potential trade-offs
_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_3__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_3__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_3__The Other's Interests did I find out the other side's real interests and constraints
_3__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_4__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_3__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_5__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_5__Relationship: did we deal well with differences; is our relationship better off now than before
_4__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_4__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_4__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.
Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it? yes
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase I think we could have asked more questions
· be open to persuasion I was more interested in persuading than being persuaded
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair. We could have done better
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think next time I am going to try to do more to find out where the other person is coming from, before and during the negotiation.
· What were keys to the negotiation being successful or unsuccessful I think with our ZOPA it was hard not to be successful.
· What would you do differently if you were to do this same negotiation again
Not much, research the other side a little more and think about why they want to sell.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time? I have to make an effort to be assertive.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
I learned that negotiating is a good skill to work on. I think a real case would intensify some of the emotions and feelings that were present in the case. I think I would try to be prepared with my homework so that I could be confident in my position and not be subject to the emotion.
Tuesday, January 16, 2007
January 9: Nature of Negotiation
The first negotiations class was very interesting. When Prof. Wertheim had some students participate in the nickel auction, my thoughts on the exercise completely changed. My initial thought about the exercise were based on some theories I had learned in other business and economics courses. I made the assumption that the other person would always outbid the previous person until they had no financial incentive to do so. I figured that the best way to do well would be to put the initial bid at 4 cents so that the other person had no incentive to bid higher. During the discussion I realized that I should not have assumed that the other person was always going to outbid the other. It was a little difficult for me to accept this at first. The professor explained that when two people are working something out there should never be money left on the table. That was when I really got a different perspective on the negotiation process. I realized that when you are negotiating you are working in your own best interests, but you are trying to come to an agreement that is acceptable to both sides. The point of the negotiation is to avoid having the other person just outbid you every time so that nobody makes any money.
The Elmtree negotiation was the next case that we went through as a class. This case seemed pretty straightforward. I found the process of determining your walkaway price, estimating the other party's walkaway price, and estimating a zone of possible agreement to be very logical and I can see that it is a very useful thing to do. I also found the discussion on whether to make the first offer or not to be interesting. I look forward to developing my negotiation skills in this class and cant wait to see what is in store for the rest of the semester.
The Elmtree negotiation was the next case that we went through as a class. This case seemed pretty straightforward. I found the process of determining your walkaway price, estimating the other party's walkaway price, and estimating a zone of possible agreement to be very logical and I can see that it is a very useful thing to do. I also found the discussion on whether to make the first offer or not to be interesting. I look forward to developing my negotiation skills in this class and cant wait to see what is in store for the rest of the semester.
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