ob4. negotiations. slides
DESCRIPTION
OB, Organisation, Organisational Behavior, Behaviour, Report, Case Study, Case report, Ob HECTRANSCRIPT
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1 Negotiations
Spring2014(JanuaryIntake)
OrganizationalBehavior HECParis
Schulte & Yong, 2014
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GAININGINFLUENCEthrough
1. Negotiation&ConflictResolution
2. Motivation&Persuasion
3. Relationships&SocialNetworks
4. Power&Politics
OrganizationalBehavior HECParis
Schulte&Yong,2012
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INTRODUCTION:Whatis?
Negotiation: DEFINITIONS
Aninteractivecommunicationprocessthatmaytakeplacewheneverwewantsomethingfromsomeoneelseoranotherpersonwantssomethingfromus.
OrganizationalBehavior HECParis
Schulte&Yong,2012
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ReservationpointRPS
Seller
Buyer
ReservationpointRPB
PositiveBargainingZone(RPS
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Buyer
ReservationpointRPB
Seller
ReservationpointRPS
NegativeBargainingZone(RPS>RPB)
NEGOTIATON101:BargainingZone
Aspirationpoint
Aspirationpoint
OrganizationalBehavior HECParis
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ReservationpointRPS
Seller
Buyer
ReservationpointRPB
NEGOTIATON101: Surplus
Aspirationpoint
Aspirationpoint
OrganizationalBehavior HECParis
AgreementX
BuyersSurplus:RPB X
SellersSurplus:X RPS
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Exercise: THEEGGS PREPARATION
Readmaterials(10min) Thinkaboutreservationandaspirationprices Thinkaboutyourstrategy&meansofinfluence
FOURPARTYNEGOTIATION(60min) Findtheotherpartiesofyourgroup(thegroupnumberisontopofyoursheet)
Organizethemeeting(s)asyoulikeandwhereyoulike
POSTNEGOTIATION Shakehandsifyoureachanagreement Seller:Writedownthedeal,findme
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SELLEREggs/$$$
WARNERROBBINSEggs/$$$
GALAXOEggs/$$$
HOFFMANLAROUSSEEggs/$$$
Evgenii100/80
Andrew60/24
Takeaki100/40
Absar40/16
Mustafa100/83
Giovanni60/30
Vijay100/30
Dominic40/23
Felipe100/62
Vijay Kapil100/62
Sitanshu
Pedro100/63,2
Giovanna Marc60/37,2
Siddesh40/26
Kyoko100/70
Juan Jose60/20
David100/30
Emily40/20
Richard100/75
Julie &Antonia60/22,5
Simone100/37,5
Diego40/15
Ibim40/26
Tim Etienne Thierry40/26
Nina100/62
Noam Gladis100/62
Rida
Armando82,5/62
Fred50/36
Karim32,5/26
Keerthi
Desmond100/62
Ujjval Mohamed100/62
Nitant
Avik100/80
Arun Anna100/58
Rachit40/22
Andrew100/62
Marcus Bernhard100/62
Sanjeev
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THE EGGS
SELLERBuyer1WARNERROBBINS
Buyer2GALAXO
Buyer3HOFFMANLAROUSSE
GOAL Sellall 100,000eggs(eachdisposedeggcosts$.01)
Buy50,00060,000 eggs
Buy80,000 100,000eggs
Buy30,00040,000eggs
RESERVATIONPRICE
.65Centsperegg($65,000total)
.60Centsperegg(irrespective ofquantity!)Budget:$36,000
.62Centsperegg(irrespectiveofquantity!)Budget:$62,000
.65Centsperegg(irrespectiveofquantity!)Budget:$26,000
Nodeal Lossof$66,000 WaitanotheryearandentercontractmarketINTERESTS Comeatleast
evenondealtonotupsetboss
Producedrugagainstinfantmortality
Producefertilitydrug
Producedogfood
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1)BUYER2BUYSALLEGGSMaximalprofitforseller:$62,000Twobuyersgohomeemptyhanded
2)BUYERS1AND3BUYALLEGGSMaximalprofitforseller:$62,000Buyer2goeshomeemptyhanded
3)BUYER1,2,AND3BUYALLEGGSMaximalprofitforseller:$124,000Allbuyersgetwhattheyneed
THE EGGS:Three Scenarios
OrganizationalBehavior HECParis
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OrganizationalBehavior HECParis
PositionInterests Position Interests
DistributiveApproach FixedPie Win/Lose Competitive Beingfirmonpositions Influencethroughtacticmaneuvering
IntegrativeApproach ExpandedPie Win/Win Collaborative Beingfirmoninterests Influencethroughcollaborationandjointproblemsolving
PARTY1 PARTY2
TWOAPPROCHESTONEGOTIATIONS &CONFLICTS
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OrganizationalBehavior HECParis
$62,000 $124,000
WHATHELPSTOFINDINTEGRATIVESOLUTIONS
Buildtrustandpositiverelationships Focusoncommonalitiesandcommongoals Lookforpostsettlementagreements Askmorewhy questionsthanhowmuchquestions Giveawaysome information Butneverdiscloseyourreservationprice!
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Thebestwaytoinfluencepeopleistogivethemwhattheywant.
Givepeoplewhattheywantwhileyougetwhatyouwant.
Dothatbyfindingintegrativesolutionsthataccommodateall partiesinterests.
Theonlywaytofindintegrativesolutionsisbymovingthefocusawayfromyouandbyestablishingacollaborativeclimate.
Butdontbestupid! OrganizationalBehavior HECParis
TAKEAWAY:Influencethroughnegotiationandconflictresolution
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CourseRequirements:ExercisesNDA
ThefirstruleofFightClubis youdonottalkaboutFightClub.ThesecondruleofFightClubis youDONOTtalkaboutFightClub
TylerDurden
ThefirstruleoftheOBExercises
Exercises
NDA