S7 - Negotiation Process and Timing

Question 1

phases

Answer 1

the negotiation process

prenegotiation

Question 2

the negotiation process

Answer 2

process as a balance between –> search joint gains / competing claims and interests

negotiation may take many forms –> from a distance vs. face to face / bilateral vs. trilateral vs. multilateral

Question 3

goal oriented negotiation process

Answer 3

Insights for practitioners (prescriptive): how to win, how to do best

BATNA

Question 4

process-oriented negotiation

Answer 4

Comprehensive model: past-determined and future-oriented

Negotiation as phases (Zartman & Berman 1982)

Negotiation process as a sequence of stages (Shell 1999)

Question 5

negotiation as phases

Answer 5

diagnostic phase

formula phase

details phase

Question 6

formula phase

Answer 6

Eliminating issues to the negotiations

Question 7

details phase

Answer 7

Eliminating issues in the negotiations

Question 8

Negotiation process as a sequence of concessions

Answer 8

Convergence achieved by reciprocation

Bargaining behavior: confrontational, accommodative, tit-for-tat?

Question 9

Negotiation process as an exchange of information

Answer 9

Negotiation as a “persuasive debate”

Exchange is designed to influence the other side

Aim to transform unilateral actions into joint ones

Question 10

negotiation as a sequence of stages

Answer 10

preparation

exchanging information

opening & concession making

closing & commtiment

Question 11

Shell (1999) on negotiation

Answer 11

Negotiation is “an interactive communication process that may take place whenever we want something from someone else or another person wants something from us

Question 12

What is prenegotiation?

Answer 12

Prenegotiation is the span of time and activity in which the parties move from conflicting unilateral solutions for a mutual problem to a joint search for cooperative multilateral or joint solutions

span of time in which move from unilateral solution –> joint solution

Question 13

When does prenegotiation end?

Answer 13

Prenegotiation ends when the parties agree to formal negotiations (an exchange of proposals designed to arrive at a mutually acceptable outcome in a situation of interdependent interests) or when one party abandons the consideration of negotiation as an option

agree to formal negotations / one party abandons the consideration of negotiation

Question 14

Prenegotiation as phases

Answer 14

Defining the problem (≈ diagnostic phase)

Developing a commitment to negotiations

Arranging the negotiations

Question 15

why is prenegotiation necessary - risks

Answer 15

Less risky to explore negotiation as an option than to negotiate

Exchange of information reduces uncertainties

Question 16

why is prenegotiation necessary - costs

Answer 16

Exploration of potential costs of actual negotiations

Development of perception that negotiation is an alternative

Question 17

why is prenegotiation necessary - requitement

Answer 17

Assuring the other side that concessions will be reciprocated

Question 18

why is prenegotiation necessary - support

Answer 18

Preparing domestic and international audiences

Question 19

why is prenegotiation necessary - alternatives

Answer 19

Exploring alternative ways to frame the issue

Compiling the list of alternatives (BATNA)

Question 20

why is prenegotiation necessary - participants

Answer 20

Exploring which actors should be included in the process

Inclusiveness vs. exclusiveness

Identifying potential spoilers

spoilers

Question 21

why is prenegotiation necessary - bridges

Answer 21

Trust building mechanism: (e.g. cease-fires)

Question 22

when is a conflict mature (ripe)

Answer 22

Perception of three crucial aspects

Mutually Hurting Stalemate (push factor)

Way Out (pull factor)

Mutually Enticing Opportunity (pull factor)

Question 23

mutually hurting stalemate

Answer 23

Both sides realize that they have more to gain by agreeing to negotiation than to continue fighting with each other. Encourages parties to look for a way out.

realizing more to gain by agreeing to negotiation than to continue fighting –> way out

Question 24

way out

Answer 24

Parties must have a perception that a solution is possible and the other party has the same perception and is looking for a negotiation as well.

Don’t have to identify a solution to the conflict, just have to believe that a negotiation is possible and that the other party shares the sense that negotiation is possible.

perception that solution is possible - other party same perception.

both parties need to believe that both shares the sense that negotiation is possible

Question 25

mutually enticing opportunity

Answer 25

Both parties feel like they have something to gain from negotiation.

Question 26

ripeness - cost-benefit analysis

Answer 26

Pain-producing path leads to exploration of alternatives

Present situation is less advantageous than alternatives

Question 27

limits ‘ripeness’

Answer 27

Ripeness is a rear-view mirror

Ripeness is in the eye of the beholder

Ripeness sees mediator action as cherry-picking

Ripeness encourages the use of violence