The Nature of Negotiation Negotiation is a situation

The Nature of Negotiation • Negotiation is a situation of joint decisionmaking in which: – Two or more distinct parties are involved – Parties have differing interests with respect to one or more issues – Parties share an interest in reaching agreement, and often have other common interests as well. – Involves the voluntary sharing or exchange of one or more specific resources for the resolution of an issue or issues. Tricia S. Jones, Temple University, copyright protect, March 2006

Dimensions of Negotiation • public versus private • short-term versus long-term – process – goals – relationship • formal versus information – roles – procedures Tricia S. Jones, Temple University, copyright protect, March 2006

Competitive and Cooperative Negotiation • Competitive/Bargaining • • Advocacy Information Control Persuasion Offer-Counteroffer Process • Cooperative/Principled Negotiation • • Inquiry Information Sharing Problem-Solving Tricia S. Jones, Process Temple University, Interest Exploration copyright protect, March 2006

Choosing the Right Approach • Three basic factors should be considered – Nature of the Problem – Nature of the Parties – Nature of the External Pressures • No one factor will determine the right approach Tricia S. Jones, Temple University, copyright protect, March 2006

Nature of the Problem • Procedural/Technical or Distributive? – If distributive – competitive • Of Equal Importance to the Parties? – If ‘yes’ and high stakes – competitive • Complex or Simplistic? – If simplistic, single issue – more likely competitive • Value or Interest Based? – If value conflict – competitive Tricia S. Jones, Temple University, copyright protect, March 2006

Nature of the Parties • More than two parties? – The more parties the more likely competitive • Do the parties see each other as legitimate? – If no, competitive • Do parties have equal power? – If no, competitive • Do parties trust each other? – If no, competitive • Do they have and want long-term relationship? – If no, competitive Tricia S. Jones, Temple University, copyright protect, March 2006

External Pressures • Deadlines? – If yes, competitive • Powerful constituencies? – If yes, competitive • Method of impasse intervention (mediation, arbitration)? – If no, more likely competitive Tricia S. Jones, Temple University, copyright protect, March 2006