PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
Module 4 – Home
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
Modular Learning Outcomes
Upon successful completion of this module, the student will be able to satisfy the following outcomes:
· Case
· Investigate the process and effectiveness of principled negotiation.
· Compile the specific advantages and limitations of principled negotiation.
· SLP
· Apply principled negotiation to a specific conflict as a method of resolution.
· Summarize the interest and positions of each side.
· Recommend changes that may have improved the principled negotiations.
· Discussion
· Determine the importance of preparing a BATNA.
· Construct an example of a BATNA.
· Reflect upon and integrate course concepts.
In this final Module, we introduce the method of “principled negotiation.” This term was first introduced in the well-known 1981 conflict resolution text “Getting To Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury (highly recommend this as down-time reading!).
Several editions later, principled negotiation in still included in the text, for good reason. Fisher and Ury contend that the vast majority of conflicts can be resolved with principled negotiation, and they reject the notion that some conflicts are win-lose – and that positional bargaining is a better method to use.
The method of principled negotiation (examined in this Module’s Case), which advocates both collaboration and cooperation, is another process to be aware of in best preparing yourself to negotiate. The SLP will challenge you to specifically apply principled negotiation to a workplace conflict, and our discussion will close the course by considering what to do when negotiations fail.
A positive outcome isn’t promised in negotiations, and we need to have a conscious awareness of when it is best to walk away. BATNA (the Best Alternative To a Negotiated Agreement) can be a better option if the other side refuses to negotiate, or when negotiations fail. Preparing a strong BATNA increases your negotiating power, and having this clear alternative is a must.
Module 4 – Background
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
Required Reading
Chapman, E., Miles, E. W., & Maurer, T. (2017). A proposed model for effective negotiation skill development. The Journal of Management Development, 36(7), 940-958. Retrieved from the Trident Online Library.
Del Gobbo, D. (2018). The feminist negotiator’s dilemma. Ohio State Journal on Dispute Resolution, 33(1), 1–63. Retrieved from the Trident Online Library.
Sebenius, J. K. (2017). BATNAs in negotiation: Common errors and three kinds of “no.” Negotiation Journal, 33(2), 89-99. Retrieved from the Trident Online Library.
Shachar, M. NCM512 – M4 . PowerPoint Presentation.
Zhang, S. and Constantinovits, M. (2016). A study of principled negotiation based on Chinese harmony thought. Brand Research in Accounting 7(1); 60-70
MOD 4 CASE ASSIGNMENT
Module 4 – Case
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
Assignment Overview
Choosing a method to approach negotiations is not always easy. It is important to have an awareness of the options that exist. Sometimes, a collaborative approach is best, especially when it serves the purpose of mutual gains for both sides. In that case, other considerations and emotions must be put aside to reach the outcome that is desired.
Principled negotiation is an interest-based approach which focuses on conflict management/conflict resolution. A mutually shared outcome is sought, with the goal of “win-win” vs. “win-lose.” Both parties are encouraged to come together in a collaborative way to share and explore the deeper interests underlying their stated positions. The background readings and Case allow you to explore this method, its advantages, and its limitations.
Case Assignment
For this Module’s Case, begin by reading the following:
Zhang, S. and Constantinovits, M. (2016). A study of principled negotiation based on Chinese harmony thought. Brand Research in Accounting 7(1); 60-70. Retrieved from the Trident Online Library.
Using this information, as well as some additional research in peer-reviewed sources, complete your Case assignment by answering the following:
1. Concisely summarize the four major points of principled negotiation. How could each point be specifically applied to a workplace conflict?
2. What would make this approach most effective in a negotiation? What types of negotiation would this not be advisable for?
3. Describe the advantages and the limitations in using principled negotiation – be as specific as you can in both.
Assignment Expectations
1. Conduct additional research to gather sufficient information to support your analysis.
2. Provide a response of 3-5 pages, not including title page and references.
3. As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
4. Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources: https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
5. You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
Module 4 – SLP ASSIGNMENT
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
SLP Assignment Expectations
This Module’s SLP is intended to allow you to apply the process of principled negotiation in an experiential way. Using the assigned background readings, as well as some independent research of your own, apply principled negotiation to a real life, practical case. Be sure to use subheadings to show where you are responding to each required item.
1. Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated using principled negotiation. Do not re-use a conflict/situation presented earlier in this course.
2. How were the four points of principled negotiation used? Be as specific as you can in describing each.
3. What were the defined interests of each side?
4. How did the negotiation resolve? Was it successful? What changes could you recommend to improve the process?
5. What was your side’s BATNA? If one was not needed because of successful resolution, what do you think a valid BATNA for your side would have been?
DISCUSSION ASSIGNMENT
Discussion: When Negotiations Fail: BATNA
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In negotiations, an acceptable outcome is not always reached. Having a strong BATNA defined during your preparations for negotiation is a must. The stronger your BATNA, the more you can potentially ask for in your negotiation. There’s no shame in walking away from the table if your BATNA is a better deal than the negotiations can provide for you; in fact – it is often the right thing to do in such cases. For this discussion, please summarize the role and purpose of a BATNA, and explain how one is chosen (in 500-750 words). What would be an example of a BATNA in a workplace conflict situation? Be as specific as you can in your response, using peer-reviewed sources to support your summary. Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section”. Please review this section, as well as the discussion scoring rubric.
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Module 4 – Outcomes
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
· Module
· Investigate the process and effectiveness of principled negotiation.
· Compile the specific advantages and limitations of principled negotiation.
· Apply principled negotiation to a specific conflict as a method of resolution.
· Summarize the interest and positions of each side.
· Recommend changes that may have improved the principled negotiations.
· Determine the importance of preparing a BATNA.
· Construct an example of a BATNA.
· Reflect upon and integrate course concepts.
· Case
· Investigate the process and effectiveness of principled negotiation.
· Compile the specific advantages and limitations of principled negotiation.
· SLP
· Apply principled negotiation to a specific conflict as a method of resolution.
· Summarize the interest and positions of each side.
· Recommend changes that may have improved the principled negotiations.
· Discussion
· Determine the importance of preparing a BATNA.
· Construct an example of a BATNA.
· Reflect upon and integrate course concepts
