Ugli Orange Negotiation Discussion Questions丑橘橙协商讨论的问题.doc

Learning points Everything is negotiable Some groups do not understand why there is a discussion b/w Jones Roland because Cardoza owns the oranges Process of negotiation involves…one or more of the following phases Angels vs. Devils perspective Original view as classic zero-sum distributional situation Can reach Impasse/Compromise/Integrative agreement If agreement, then planing how to implement agreement because of prior hostile relationship Hire third party Implement contract For those who reached integrative agreement Focus on interest vs. positions Position=I need all of the oranges Interest= I need the rinds/juice of all the oranges Effective communication Information exchange is power Good questioning/good revealing e.g,. Why do you need oranges? What do you need it for? Accidental disclosure Luck For those who reached agreement Exchange of information – when asked “what do you need the oranges for”, the answer “I need the juice” came Accidentally From further elaboration – getting really specific (e.g., not just ‘I need it to help people, but I need x to create y). Info disclosure may be inhibited if parties are suspicious of each other ‘stealing’ company secrets etc. Also, other party may not be ‘paying attention’ because of the stress of the hostile relations b/w the two parties When they were cornered by the threats made by the other party Some asked “What part of the orange do you need?” which resulted in the solution (This was based on previous experience of the negotiator). Sub-optimal agreements (e.g., 50-50 compromise; 70-30 agreements) were made when parties used their status (“I am with the government”), seemingly rational arguments (“loss of adult lives is worse than loss of infant life”) to persuade the other, Spoke of their positions only in abstract “e.g., I am saving pregnant women vs. I am saving infants” or Answered the ‘why’ question in the abstract (e.g., I need the oranges to save pregnant women vs. I need the oranges to save infant