BAC 313 Negotiation Anne Dwyer Negotiation and Due

BAC 313 Negotiation Anne Dwyer

Negotiation and Due Diligence

• “Managers and executives negotiate constantly over issues as varied as hiring decisions and purchases, corporate resource allocations, and labor contracts” Simons and Tripp (2003)

Conflict at work: What do you think? • “Managers who try to eliminate conflict will not last long” …. “those who manage it well will typically experience both organizational benefits and personal satisfaction” (Darling and Walker (2001)

Negotiation requires • • Positions need to be incompatible Good faith Interdependence Shared interests Ethics Trust Agreement that negotiation is a road to finding a solution

It’s often about priorities… Goal is … Relationship is … Strategy 0_x______5 Not important 0__x_____5 Not important Withdraw “no way” 0_____x_______5 0______x______5 Compromise 0____________x 5 Very important Problem-solve: “our” 0_x______5 0______x_5 Smooth: “Your way” 0______x_5 0_x______5 Forece: “My way”

How does Due Diligence fit in the following cases? • http: //www. publicspeakinghowto. com/negotiationskill s/cbs-sunday-morning-russian-negotiation-case • http: //www. publicspeakinghowto. com/negotiationskill s/assignment-4 -negotiation-analysis-pirates-of-thecaribbean • http: //www. publicspeakinghowto. com/negotiationskill s/ari-gold-vs-terrance-lessons-in-negotiation-2009 entourage-season-6 • http: //www. publicspeakinghowto. com/negotiationskill s/example-of-badgood-negotiation-between-italianand-german

• Any Qs?