29/11/07

MGT 3428

FacilitationLiu Wai Tung Jack 5Ma Shun Yan Jacqueline 5Ohren Mikael 4Wu Ka Chun Jason 50559381Yan Ho Yee Holly 50600530

Agenda7mins Introduction

8mins Preparation

15mins Negotiation

15mins Debriefing

Case

When: After dinner

Where: Home

People: A high school student Jack and his mother

What happen: Jack decide to ask his mother to get more pocket money

Background

• Jack and his mother have good relationship

• They don’t want to generate pressure

• They want to generate fair and reasonable outcome

Background

• Jack has more expenditure

want to get more pocket money

• Jack’s mother just bought a computer for Jack and think Jack has enough pocket money

doesn’t want to pay more

They are going to negotiate on this issue

What are objective criteria?

• A kind of standard which is fair and acceptable to both sides

Main function:

• Solve the conflict in an objective view

• Smooth the process of negotiation

How to use objective criteria?

1.Proposed objective criteria at the early stage

2.Make agreement on which agreement should be chosen

3.Negotiate based on the objective criteria developed

Why using objective criteria?

• Build up a fair and objective solution

• Reduce the pressure in negotiation

• Maintenance of good relationship

• Ease the formation of agreement

Preparation

(8 minutes)

Negotiation

(15 minutes)

Debriefing Session

(15 minutes)

Debriefing Questions

1. How many objective criteria have you suggested in the negotiation?

2. What are your objective criteria eventually?

3. Will you consider other’s pocket money as an ‘objective option criteria’?

Reminder

• Approached as a shared search for objective criteria

Ask for the reasoning behind the other party’s suggestions

• Keep an open mind• Never give in to pressure, threats, or

bribes

The End