NEGOTIATION AND COLLABORATIVE PROBLEM SOLVING

https-::www.ncsu.edu:nrli:decision-making:projects:documents:NegotiationCollaborativeProblemSolvingNEGOTIATION AND COLLABORATIVE PROBLEM SOLVING
Raleigh, NC December 2005

CONCEPTS IN NEGOTIATION

Decision Perspectives

Individual decision-making perspective

Also referred to as decision analysis, a systematic analysis from a single perspective

  • A process you should undertake before entering a negotiation
  • Provides a theoretically well founded methodology to structure your negotiation problem
  • Also helps you decide with whom you should negotiate
  • Helps you frame the decision in terms of the alternatives available to you and potential consequences of each alternative
  • Helps you compare the benefits of a joint agreement with the benefits gained from separate or unilateral action (evaluate BATNAs)
  • Other negotiators’ possible decisions can be folded into the analysis as uncertainties
  • Five steps of decision analysis:
    1. Identify the problem (What are the essential elements of the problem?)
    2. Clarify your objectives (What concerns to you hope to address through your decision?Convert your concerns into objectives.)
    3. Generate creative alternatives (What are your potential choices for pursuing your objectives?)
    4. Evaluate the consequences (What are the consequences of acting on your decision?)
    5. Make tradeoffs (What the tradeoffs of selecting one objective over another? Can yourank them in order of importance to you?)

     

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