POLI398Z Conflict Resolution: Class of November 2nd, 2004

Class of November 2nd, 2004
POLI398Z Conflict Resolution

Diebriefing on Director/Producer Negotiation

Scores is about beginning to get a feel about what you would like to prepare in terms of issues and ranges before the negotiation.

one of the thing about revealing info, the negotiator dilemma, is becoming vulnerable in revealing to much.
It's what you reveal, when, and the goal of revealing.

strategic: reveal info being truthful while remaining strategic. protect perception. manage their perception of your BATNA (best alternative to negotiated agreement).

be able to read how info-giving is received: trust building in structuring an agreement.

nego not just bargaining.

role of reputation: barrier to you in negos.

expanding the pie

claiming/creating values

Where does the power comes from in negotiation?

From BATNA: best alternative to negotiated agreement
managing perception
your own BATNA and other party's BATNA
your batna: know what it is.
if what is offered is less than that walk away
negative zopa: zone of possible agreement

leave nego in door opening way.

relationship

3 kinds of issues
a) distributive issues: salary, budget, fees (zero-sum: dollars i get is dollars you loose)
b) integrative issues: trade-offs like actors, location and editorial control (not zero-sum)
c) compatible issues: the "easy" points where everyone agrees, win-wins

what you have to figure is what type of issues are what

competition is against your own best result