Week 1 Required Readings
Diagnose Your Negotiating Style Links to an external site.
https://www.pon.harvard.edu/daily/dispute-resolution/diagnose-your-negotiating-style/
Shuttle Diplomacy in Venezuela Links to an external site.
http://www.beyondintractability.org/audiodisplay/ury-w-12-shuttle-dip1
Marcus Lemonis: How Not to Negotiate
https://www.cnbc.com/2014/04/15/how-not-to-negotiate-in-five-simple-steps.html
Shuttle Diplomacy PDF File (Attached)
Week 1: Discussion Board
Post your initial responses to this week’s discussion questions by Wednesday of each week.
Participation in Online Discussion Board:
You will be expected to participate weekly in the online discussion board.
You will be expected to post one “primary response” for each discussion board question for the week, followed by at least one “secondary response” (response to the postings of others) for each discussion board question.
I will post two discussion questions each week by Sunday. Students must respond to each question (a primary response) by Wednesday 12 midnight ET.
Students must also comment on at least one other student’s posts (a secondary response) by Friday at 12 midnight ET.
NOTE: Discussion responses not submitted by each week’s due date will receive a grade of 0 for that post. Your responses should be thoughtful, appropriately detailed, and incorporate your understanding of course content as well as its relationship to your own experience within organizations.
Evaluation will be based on the quality of the post (not the length-use concise posts with insightful information), its clarity and the degree to which your contributions enrich the learning of your colleagues.
Posts need to present valuable information. While posts should be at least 100 words long please note that your posts will be evaluated on quality not quantity. Please keep your posts to a maximum of 250 words per post.
Week 1a Discussion
66
Open this folder to view and participate in this week’s discussion. (Links to an external site.) Please reference the weekly readings in creating your responses to these questions. Please make sure you respond to both Week 1a and Week 1b questions
What is your negotiating style and why do you believe it’s the most effective?
Brian,
My negotiating style is compromising. Simply put, bargaining is a sort of compromising negotiation. Instead of coming to an agreement’s full value-sharing solution, compromisers divide the agreement’s worth between the two sides. A compromised negotiator is easily exploited by a competitive negotiator (Fisher et al., 2011).
The reason why I believe it is the most effective is because the kind of negotiation that most people associate with negotiation is compromising, but in actuality, compromising is typically just haggling. Splitting the difference is a common strategy for reaching a compromise, which typically yields an outcome that is roughly halfway between both parties’ initial viewpoints.
The wisest course of action is to compromise. Because if there is a disagreement, conflict of interests, or simply a simple conflict, both parties can come to an understanding by traveling in the other way (Fisher et al., 2011).
Compromises make it simpler to resolve conflicts, produce quicker fixes, and promote interpersonal harmony while identifying the best answers to a variety of problems (Lewicki et al., 2020). Fairness in terms of compromise can take one of two forms: procedural fairness or end-state fairness. Although a compromise is rarely as desirable as a consensus, it is almost always preferable than nothing and is frequently attainable when a consensus is not. And when it is, it is always worthwhile to try to make it as good as you can in each of the three methods mentioned (Lewicki et al., 2020).
References
Lewicki, R., Barry, B., & Saunders, D. (2020). Essentials of negotiation (7th ed.). McGraw Hill.
Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in (3rd ed.). Penguin Publishing Group.
Week 1b Discussion
56
Open this folder to view and participate in this week’s discussion. (Links to an external site.) Please reference the weekly readings in creating your responses to these questions. Please make sure you respond to both Week 1a and Week 1b questions
What was the most significant thing that William Ury did in his negotiations that moved the process forward?
Anna
The most significant thing Ury did to move the process forward was to open the lines of communication which allowed for an exchange of terms and began to build a working trust between the two parties. He came into the process humble and stated as part of his initial conversation that he was not an expert on Venezuela.
He followed this up by asking probing questions regarding this particular context and also gave other examples of similar situations in which breakdown in communications occurred and their outcome (namely, civil war). He then asked each side for 5 steps that would get them closer to consideration (not agreement) and this exercise not only further expanded the lines of communication but it added to the building of trust between the sides.
From Ury’s perspective, he noted the 5 steps of each side mostly came down to an ask for respect. He then emphasized the similarities between these asks.
All of these steps are broken down by the textbook as the essentials of negotiation – creating a free flow of information, attempting to get to the real needs and objectives, emphasizing things in common and minimizing differences, and searching for solutions that meet both sides (Lewicki, 2020). Also noted by the textbook is that in order to have a successful integrative negotiation, there needs to be: a common objective, faith in the ability to work together, belief in one’s own and others’ perspectives, a commitment to work together, trust, and clear and accurate communication (Lewicki, 2020).
References:
Lewicki, R. J. (2020). Essentials of Negotiation (7th ed.). McGraw-Hill Higher Education (US). https://bookshelf.vitalsource.com/books/9781260512595
Ury, W., & Portilla, J. (2003, October 24). Shuttle diplomacy in Venezuela. Beyond Intractability. Retrieved September 19, 2022, from http://www.beyondintractability.org/audiodisplay/ury-w-12-shuttle-dip1
Week 2 Required Readings
How Much Should You Share? Links to an external site.
https://www.pon.harvard.edu/daily/business-negotiations/how-much-should-you-share/
Learn More from Your Proposals Links to an external site.
https://www.pon.harvard.edu/daily/negotiation-skills-daily/learn-more-from-your-proposals/
Negotiation Strategy: Planning Is Critical (Attached)
Week 2: Discussion Board
Participation in Online Discussion Board:
You will be expected to participate weekly in the online discussion board. You will be expected to post one “primary response” for each discussion board question for the week, followed by at least one “secondary response” (response to the postings of others) for each discussion board question.
I will post two discussion questions each week by Sunday. Students must respond to each question (a primary response) by Wednesday 12 midnight ET. Students must also comment on at least one other student’s posts (a secondary response) by Friday at 12 midnight ET.
NOTE: Discussion responses not submitted by each week’s due date will receive a grade of 0 for that post.
Your responses should be thoughtful, appropriately detailed, and incorporate your understanding of course content as well as its relationship to your own experience within organizations. Evaluation will be based on the quality of the post (not the length-use concise posts with insightful information), its clarity and the degree to which your contributions enrich the learning of your colleagues.
Posts need to present valuable information. While posts should be at least 100 words long please note that your posts will be evaluated on quality not quantity. Please keep each of your posts to a maximum length of 250 words.
Week 2a Discussion
22
Open this folder to view and participate in this week’s discussion. (Links to an external site.) Please reference the weekly readings in creating your responses to these questions. Please make sure you respond to both Week 2a and Week 2b questions
Are you a believer that most people are honest until proven otherwise or that people have to prove their trust? Please explain your reasons.
Mike
Personally, I am a believer that most people are honest until proven otherwise. This may be due to the way I was raised or just what I’ve experienced in my life, but I’d like to think that there are more inherently “good” people than “evil” people in the world. By believing that I think many people are “good” I would make the correlation that most people are honest until proven otherwise.
However, I believe that individuals’ personalities can give off the impression that some people are not honest or trustworthy. I’ve met and had numerous friends who were extremely outgoing, personable, and friendly and simultaneously had friends who were shy, reserved or even considered cold. Depending on the person, the shy and reserved person could be viewed as not honest or trustworthy just due to their personality. This can be attributed to perceptual distortion which can be created off the perceiver’s own preconceived notions regarding the other individual or party in the negotiations (Lewicki et al., 2021). These preconceived notions can cause someone who is actually trustworthy and honest to be perceived as not honest which could greatly impact any negotiations, they are a part of.
References:
Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of negotiation (7th ed.). McGraw-Hill Education.
Week 2b Discussion
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Open this folder to view and participate in this week’s discussion. (Links to an external site.) Please reference the weekly readings in creating your responses to these questions. Please make sure you respond to both Week 2a and Week 2b questions
How transparent do you think you should be in negotiations and why?
Colleen,
When it comes to negotiations, it is essential to be transparent, so the other party is not left wondering what is going on. You want to go in by “establishing a cautious approach to trust from the start” (Odeneal, 2022) because it will help ensure that a bad situation does not occur. Further, mood and emotion play a significant role in the negotiation process, and they can either have a negative or positive effect. If Party 1 starts getting mad and yells at Party 2, Party 2, who is witnessing the anger, will not necessarily concede (Lewicki et al., 2021).
Seeing Party 1 act cruelly by being mean can be transparent because it may show the company’s true colors, and Party 2 may not want to do business with them. Going into negotiations, being transparent is an excellent idea because it lets the other negotiation party see whom they are dealing with and if what the other group is saying is clear and concise.
However, some things should be kept out of negotiations, such as if someone plans to retire or start a family. That information should be kept private because other people in the company can take on roles when a company merges or creates a business deal.
Reference:
Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of Negotiation. Mcgraw-Hill Education.
