T-Mobile Legal Summit – Fall 2006 “Lowering the ….ppt

Law Librarians of Puget Sound Workshop 2008“Lowering the Barriers to Agreement” Presented by Prof. Alan KirtleyMay 14, 2008 Agenda Roleplay of a simple negotiation Prado Scoot Discussion of negotiation strategies Group Choice Review other barriers to optimal agreements Or Q and A period Prado Scoot Roleplay Spend 10 minutes preparing to negotiate Find your negotiating partner and bargain for 15 minutes Negotiation Strategies Prado Scoot: Opportunity for Different Negotiation Strategies Competitive Cooperative Competitive Strategy Competitive Strategy: “zero sum” “adversarial” “distributive” “positional” Every dollar gained is an equivalent dollar loss to the other negotiator Competitive Strategy Competitive Strategy helps a negotiator receive a large slice of the pie Parties following a competitive strategy in Prado Scoot would only bargain over price Cooperative Strategy Cooperative Strategy: “interest based bargaining” “integrative bargaining” “principled negotiation” “Getting to Yes principles” Negotiators can find positive trade-offs in their differing goals, preferences and values Cooperative Strategy Cooperative Strategy helps the negotiators make a bigger pie to slice Parties following a cooperative strategy in Prado Scoot would explore trade-offs Unified Concept of Negotiation  Recognizes that nearly every negotiation has both competitive and cooperative aspects Recognizes that no matter how big the negotiators make the pie they will still have to slice it The Negotiator’s Dilemma How to strike the right balancing between cooperative and competitive strategies in any give negotiation The Negotiator’s Dilemma Cooperation generates positive trade-offs and better deals through openness Risk: You can be taken advantage of Competition results in a larger slice of the existing pie for you by holding your cards close to your vest Risk: You can miss valuable trade-offs Navigating the Negotiator’s Dilemma Begin a negotiation by being o