Negotiation Behaviour #5

[samvara]

Started at 10am, group presentations for an hour (4/6) then break. Last two groups got us to 11:48am

We all reviewed each other as we went.

Video of American President Ronald Reagan and Soviet leader Mikhail Gorbachev meeting to discuss during the day and subsequent negotiators up late into the night hashing out the details. This was all kinds of fantastic, a bunch of old, white men determining the fate of the cold war. I know it's been cut down significantly but the speaking is so direct and clear - I loved it. It was weirdly hilarious.

1:39 post lunch break

Mediation: Mediation works - because you have to be there!

Mediation slides but only page 4.

Exercise!
Mediation part 1 - what do you do first?
Mediation part 2 - people made suggestions on things to do.

• Thank Calvin 1
• Summarise/clarify 4 (reflect back and let Calvin hear what he said)
• Clarify his mediation comment 3
• Ask questions ? (don't want to be seen to be taking sides, have an interest or leading them)
• Get supervisor opinions X
• Agree X
• Disagree X
• Get HR view X
• Get mate's view X
• Ask Calvin if he has anything else to say 2

What might Calvin's issues be?

• Higher pay
• Recognition for skills - training
• Promotion
• Status
• Reputation or respect
• Supervisor attitude
• Fairness
• Consequences of warning
• Protection of workers

Position?

• No warning!

Mediation part 3 - supervisor

Supervisors interests

• Authority / power
• Work culture
• Respect
• Reasons
• Team work
• Precedent
• Training time management
• Budget (always a manager interest)

Position

• Warning!

Analysis: zero sum game, either warning stays or goes. So don't talk about the warning, look at everything around it if possible. Line everything up and coax parties into seeing similarities and into making suggestions - can drag people off for private sessions.

3:08 windup.

Mediation crops up more and more - good to know what goes on. Also good practice teasing out interests.

Exercise! Property development negotiation

Was hard work and good fun, we did a lot of dickering then all got together in a group to trade interests except for the group with the hardest agenda who didn't tell us what they wanted.

5:00 final handouts

Final reflection: Most important thing: Be patient, listen to people, find out what they want, don't lose track of what you want. What am I going to change: pay more attention to what stage the other party is at

Next negotiation: be very clear about what I want.

Assignment due any time on Monday.