Negotiations Course Introductory Negotiation Concepts 1. What is negotiation? 2. What scenarios or situations lead to a negotiation or cause parties to negotiate? 3. What characteristics are common to all negotiations? 4. What are the differences among negotiators that affect the negotiation process? 5. What is a conflict and how does it give rise to negotiation? 6. How is a negotiator’s disposition toward conflict resolution related to negotiation strategy? 7. What is the level of “dependence” in a conflict negotiation? 8. What are integrative, distributive, and compatible bargaining scenarios? 9. What is the “BATNA” and what is the significance of “alternatives” in negotiation? 10. What is the significance of the “reservation point” and “ZOPA” in a negotiation? 11. What is the significance of “concessions” or adjustment of the bargaining position? 12. What are “anchor points” and the “bargaining range” in a negotiation? 13. What personal and situational factors are commonly understood to affect negotiation? Framing Up a Negotiation 1. How do parties define the issues or negotiation goals, known as the “bargaining mix”? 2. How does one prioritize the issues in a negotiation? 3. How do you frame up (identify the key characteristics of) a negotiation? 4. What is the significance of understanding the resistance point of both parties? 5. How do parties open the negotiation – “Anchor Point”? 6. Why is it important to plan for concessions? Distributive and Integrative Negotiations 1. What is a distributive negotiation? 2. What procedures are considered best practices in a distributive negotiation? 3. What is an integrative negotiation? 4. What procedures are considered best practices in a integrative negotiation? 5. What personal characteristics of negotiators facilitate a successful integrative negotiation? Strategic Orientation 1. What is strategy in a negotiation? 2. How does “Motivational Orientation” affect strategic orientation? 3. How does power in a negotiation effect selection of a strategic orientation”? 4. What is a “strategic objective” in a negotiation? 5. What are some strategic objectives associated with negative outcomes? 1. What is the process for developing a strategic negotiation plan. 2. What is “Self Assessment” when strategically planning a negotiation? 3. How should you proceed to “Assess the Other Party” when strategically planning a negotiation? 4. How do you “Assess the Situational Aspects” when strategically planning a negotiation? 5. How do you assess the “Social Context” when strategically planning a negotiation? 6. What other factors are understood to affect strategy in a negotiation? Negotiation Tactics 1. How does the presence of power in the negotiation influence tactics? 2. Tactics aimed at persuading a counterparty? 3. Tactics to facilitate bargain within the Zone of Potential Agreement? 4. Dealing with Distributive Negotiation Tactics? 5. Integrative negotiation tactics? Cognitive Aspects of Negotiation 1. What is perception in the context of negotiation? 2. What is “Cognitive Framing” in the context of negotiation? 3. Mental models of negotiation? 4. What are “Cognitive Biases” in negotiations? 5. How do perceptions of entitlement and fairness affect negotiations? 6. How does social comparison affect perceptions of fairness? 7. What is the effect of mood and emotions in negotiation? 8. What role does creativity play in negotiations? Communication and Negotiations 1. What is the significance of communication in negotiations? 2. What is communicated during a negotiation? 3. Steps to improve the communication process? 4. What communication-related tactics influence the other party in a negotiation? Trust and Relationships in Negotiations 1. How do relationships affect negotiation dynamics? 2. What contributes to the presence of trust in a negotiation? 3. Rational and deliberate methods for building trust in a negotiation? 4. What are tendencies that lead to mistrust and how can trust be repaired? Ethics in Negotiation 1. What are ethics and how are they implicated in negotiations? 2. What human biases give rise to ethical problems in negotiations? 3. How can negotiators determine and calibrate ethical behavior? 4. What are unethical tactics? 5. What are the consequences of acting unethically? Multi-party Negotiations 1. What are multi-party negotiations and how do they affect the negotiation process? 2. How does one manage the various stages of a multiparty negotiation? 3. What are coalitions and how do they affect negotiations? 4. What is a principal-agent relationship and how does it affect a negotiation? 5. What is a constituent relationship and how does it affect negotiation? 6. What are team negotiations and how do they affect the negotiation process? 7. What are intergroup negotiations, and how do they affect a negotiation? Cross-Cultural Negotiations 1. What makes cross-cultural or international negotiations different? 2. What is the influence of culture on the negotiation process? 3. What are some culturally- responsive negotiation strategies? Negotiation via Technology 1. What are the options for negotiators when doing business across different locations and times? 2. What is information technology and how does it affect negotiation? 3. What are some tactics for improving negotiation through information technology?