Overview
This lecture introduces the common elements and phases of negotiation processes, emphasizing a descriptive understanding of how negotiations typically unfold in real-world scenarios.
Descriptive vs. Prescriptive Approaches
- Descriptive approaches explain what actually happens in negotiations, while prescriptive approaches suggest how negotiations should be conducted.
- The focus of this material is on describing observed negotiation processes, not prescribing best practices.
Common Phases of Negotiation
- Most negotiations are composed of three main phases: initiation, problem solving, and resolution.
- These phases are derived from observed patterns across multiple negotiation processes.
Initiation Phase
- Initiation includes preparation, relationship building, and information gathering.
- Preparation involves understanding the issue, your position, and the underlying interests of the other parties.
- Effective negotiation relies on thoroughly researching both the problem and the interests/motivations of all parties.
- Relationship building helps negotiators understand each other, which can influence the negotiation's outcome.
Problem Solving Phase
- Parties use gathered information in dialogue to address the issues at hand.
- Negotiators may reveal positions, limits, and preferences during this phase.
- The "bidding" or "claiming value" sub-phase involves making and responding to offers and counter-offers.
Resolution Phase
- Not all negotiations reach resolution; some end in impasse with no agreement.
- Closing the deal means finalizing and agreeing to the terms of negotiation.
- Commitments to action must be made to ensure agreed terms are actually implemented.
- Implementation includes both the action on agreements and ensuring accountability.
Key Terms & Definitions
- Descriptive approach — focuses on observing and describing how something actually occurs.
- Prescriptive approach — provides recommendations or guidelines on how something should be done.
- Initiation phase — the starting stage of negotiation, including preparation and relationship building.
- Problem solving phase — the stage where issues are discussed and offers are made.
- Resolution phase — the final stage, involving agreement finalization and implementation.
Action Items / Next Steps
- Review your recent negotiation (e.g., Appleton v Baker simulation) and identify which phases and sub-components were present.
- Prepare for upcoming simulations by practicing thorough information gathering and relationship building.