Step 3: Generate alternatives solutions
- Inventing options: redifine the problem
- Solution to the problem given
What are the item inside of Inventing Options
- Logroll
- Expand the pie
- Modifying the resource pie
- Nonspecific compensation
- Cut the costs for compliance
- Bridge solutions
- Superordination
- Compromise
What are the item in Solution to the problem given?
- Brainstorming
- Surveys: take advantage of people’s opinion and time
- Electronic brainstorming: give anoymous solutions considered more objective
Step 4: Evalute and select alternatives
- Narrow the range of solution options
- Evaluate solutions based on quality, standards and acceptability
- Agree to criteria in advance of evaluating options
- Be willing to justify personal preference
- Be alter to the influence of intagibles in selecting options
- Use subgroups to evaluate complex option
- Eplore different way to logroll
a. Risk preference
b. Expectations
c. Time preference - Keep decisions tentative and conditional until all aspects of the final proposal are complete
- Minimize formality and recordkeeping until final agreements are closed
What are the factors that facilitate successful integrative negotiation
- Common objecive/ goal
- Faith in one’s problem solving ability
- A belief in the validity of One’s own position and other’s pespective
- The motivation and commitment to work together
- Trust
- Clear and accurate communication
- An understanding of the dynamics of integrative negotiation
Why Integrative Negotiation is difficult to achieve?
- The history of relationship between parties
- The belief that an issue can only be resolved distributively
- The mixed motive nature of most bargaining situations
- Short time perspectives
Factor that Facilitate successful Integrative Negotiation: TRUST
A. share info and encourag receptions
b. discuss multiple issue simultaneously
c. make multiple offer at the same time
Factor that Facilitate successful Integrative Negotiation: CLEAR & ACCURATE COMMUNICATION
Make people sure the other party understands.
Multiple communcation channels
Methaphors help the other party beliefs what’s important
Logroll
Split the issues as much as possible so parties can work together
Expand the pie
Add more money/ resources to the investment
Modifying the resource pie
Switch the resources within the same sized pie
Nonspecific compensation
Get compensated for something not related to the negotiation
Cut the cost for compliance
Cut the cost of whatever you are giving away
Bridge solutions
Fundamental reformulation of the problem and create a bridge solution
Superordination
The interest that created the conflict has changed, new interest has beat it
What are the questions for bridge and superordination
- What are their real underlines and needs?
- What are my real underlines and needs?
- What are the higher and lower priorities in our own interest and needs?
- Can I invent a solution that can meet these new priorities and needs?
What are the characteristics of brainstorming?
- Avoid judging or evaluate solutions
- Separate people from the problem
- Be exhausted
- Ask outsiders
