1

NEGOTIATION


Professor: Javier Achondo B, Master in Administration, MBA.
Professors E-mail: jachondo@autosachondo.cl



COURSE PRESENTATION

This course is based primarily on a practical methodology of workshops for students to know,
understand and learn how to use the conceptual, behavioral and strategic aspects that surround
and are present throughout the negotiation process, from preparation to closure.

COURSE OBJECTIVES

Design and prepare a negotiation strategy that covers all the different stages of this process.
Structure a good starting point in negotiations, managing four key valuation concepts: BATNA;
Reserve price; Z.O.P.A. and Creation of Additional Value, through exchanges between the parties.
Value the role of emotions, effective communication and research throughout the negotiation
process.
Work in teams to determine the styles and roles in a negotiation, depending on the objectives
proposed, on the characteristics of the counterparty and on the development of the negotiation
itself.

METHODOLOGY

The fundamental conceptual elements will be delivered in lectures, where student participation
and discussion of ideas will be encouraged. Given the very practical feature of the course,
participants will have the opportunity to practice their negotiation skills in different scenarios
with guidance and feedback.



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The cases and final negotiation exercise by teams are filmed to provide feedback to these teams
and to the rest of the participants about the strengths and weaknesses identified in the practical
application of conceptual, behavioral and strategic aspects learned in the course.

Assessment
Practical Negotiation Cases . 35%

Hamilton Real State- Batmobile 5%
Industrias Castillo S.A. 5%
Mapuche community - Electricity Company 10%
Moms.com 15%

Individual Cases . 10%

Presentation of group case . 15%

EXAM
Full collective bargaining . 20%
Test of relevant knowledge 20%

Final negotiation exercise by team: Students must develop a negotiation process, incorporating
the conceptual and practical aspects analyzed in the course/workshop, negotiating cooperatively
in a distributed environment to an integrated one. Teams of 5 students will be made up, who will
conduct a one-hour Collective Bargaining, where a team will represent the company and the
other one will represent the union.
Individual and Group Cases Development: Students will develop Individual Cases Analysis,
Individual Controls and Presentation of Real Group Cases, using the Method of the Case of
Harvard University.
Report on Negotiation Practices: Negotiation rounds will be conducted in all sessions in groups of
two students (Party- Counterparty). After the round, students will hand in a report on the
experience in the negotiation, negotiating arguments and agreements reached. It includes
individual and group practical works done in class.

COURSE MATERIAL


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BIBLIOGRAPHY


NEGOCIACINUna gua para directivos ocupados (1). Harvard Business School Publishing
Corporation EdicionesDeusto, 2004.
________________________________________________________________________________

Las Emociones en la Negociacin (2). Roger Fisher y Daniel Shapiro. Grupo Editorial Norma
S.A. 2007.
Como negociar con EXITO (2). Karl & Steve Albrecht. Ediciones Granica de Chile S.A. 2
Edicin 2011.
________________________________________________________________________________________________________________________
Negotiation GENIUS (3), autoresDeepackMalhotra y Max H. Bazerman. Harvard Business School.
Ediciones Bantam Books ao 2008.
Marcando las Reglas de la NEGOCIACION (3), autor Michael Watkins. Harvard Business School
Prees.EdicionesDeustoao 2007.
Obtenga el S, el arte de negociar sin ceder (3). Autores Roger Fisher, WilliamUry y Bruce
Patton.Edicin gestin 2000, ao 2005.

Supere el NO, como negociar con personas que adoptan posiciones obstinadas (3). Autor
William Ury. Editorial norma, ao 1993.

Si de acuerdo, como negociar sin ceder (3). Autores Roger Fisher, WilliamUry y Bruce
Patton.Ediciones Norma, ao 2001.

Claves de Negociacin, con el corazn y la mente (3). Autores Steven P. Cohen y Ricardo Altimira.
McGraw Hill, ao 2003.

_______________________________________________________________________________________________________________________

(1) Guide text: a copy will be provided at the beginning of the class.
(2) Photocopy of Book: to be delivered at the beginning of the class.
(3) Material downloaded in PDF, teaching website.

ARTICLES



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Cinco estrategias para sumar a las negociaciones. Kandarp Mehta. IESEinsihgtNumero
15, 2013.


La Negociacin Investigativa. Deepack Malhotra y Max H. Bazerman. Harvard Business
Review (LA) Septiembre2007.


Mas All del s: negociar con la implementacin en la mente.Danny Ertel. Harvadr
Business Review (LA) 2004.



_______________________________________________________________________________________________________________________________________________________________________________________________
(4) To be provided in photocopies in course folder.
Casos de Estudio (HBS) (5)

Endesa Chile: Raising the Ralco Dam (A). Kathleen McGinn, Paula Laschober & Dina Pradel
N 9-906-014. Rev. May 2009.

Club Atltico Boca Juniors. Anita Elberse, Alberto Ballv & Gustavo Herrero. N 509-
S06.Junio 2009.

Atlantic Corporation. Peter Tufano. N 208-S14. Rev. Julio 1990.


(5) To be provided in photocopies in course folder.












________________________________________________________________________________



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SCHEDULE AND CONTENT
Date Contents Applications Bibliography

Thursday
November 28

Negotiation: Definitions, processes
and methods.
Communication and negotiation
processes.

Competitive negotiation
(distributive) and cooperative
negotiation (integrative).

Test on conflict management in
negotiations

Exercise on solution of possible
conflicts in negotiations

Negotiation practices from a BUYER
- SELLER conflict: Hamilton Real
State Batmobile cases.


Summary day #1


Negotiations model Harvard
Model.

Basic Concepts in a negotiation.

Communication in a negotiation.

First deals Anchoring in a
negotiation.

Emotional profiles of the
negotiators.

NEGOCIACION Una
gua para directivos
ocupados. Page 1-48.
__________________
Negotiation GENIUS.
Page. 1-49
___________________

Articles
Anchoring and first
Offers in Negotiation.


Anchoring
expectations.

Anchoring the big
picture.
___________________
Test (summarized)
Meyers & Briggs


PPT Session # 1
Friday
November 29

Process in Competitive and
Collaborative Negotiation.


Negotiation based on interests and
positions argumentation.

Emotions in a negotiation.


Negotiation practices COMPANY
/UNION Industrias Castillo S.A.
Case








Creation of the negotiating
teams.

Preparation of a negotiation.

Process and development of a
negotiation.

Stages of the negotiation
process.

Emotions in a negotiation.

Creating value in a negotiation.

NEGOCIACION Una
gua para directivos
ocupados. Page. 51-91.
___________________
Las Emociones en la
Negociacin.

Como negociar con
EXITO
__________________

Articles
Cinco Estrategias para
sumar a las
negociaciones.

La negociacin
investigativa.

Negotiating with
emotions.
___________________



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Video day # 1
PPT Session # 2 (A)
PPT Session # 2 (B)

Saturday
November 30
Harvard negotiation model.
The nine elements of a negotiation
based on principles.

Process of competitive and
cooperative negotiation.

How to negotiate with people who
adopt inflexible positions.

Negotiation of intangibles
Tangibles.


Cooperative negotiation practices -
COMPANY /UNION
- Elctica del Sur with Mapuche
community.


Video day # 2
Summary day # 1-2-3
End of week # 1.

Strategy and Tactics in a
negotiation.

Intercultural negotiation.

Managing emotions in a
negotiation.

Work on the negotiating team.



NEGOCIACION Una
gua para directivos
ocupados. Page 92-
157.
_________________
Claves de Negociacin:
con el corazn y la
mente.

Marcando las reglas de
la negocin.

Articles
Connect, Then Lead.

Do you play to win-or
to not lose?

Making star teams out
of star players.

Case HBS
Endesa Chile: Raising
the Ralco Dam (A)

PPT Session # 3 (A)
PPT Session # 3 (B)
Thursday
December 19
Negotiating face-to-face: The encounter
Effective discussion in the negotiation.

Multivariable negotiations.

Negotiation with common and conflicting
interests.

Argumentation of positions.

Value Creation in Negotiations.
Analyze Strategy and tactics
usually employed in
negotiations.

Final behavior in a
negotiation.

Implementation of
negotiation agreements.

Ways to create additional
NEGOCIACION Una
gua para directivos
ocupados.
__________________
Negotiation GENIUS.
Page 50-102

Sde acuerdo!

Supere el NO!

Obtenga el S!
___________________


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The closure, agreements, results and
follow-up of the negotiation

Negotiation practices in a business
multivariable involvement
SUPPLIER/CLIENT Case MOMS.COM
(KELLOGS)




General Video End # 1.
Summary Sessions # 1-2-3-4

value in an industrial chain.



Articles
Deal Making 2.0

Mas all del S:
negociar con
lamimplemetacion en
le mente.

You make better
decisions if you see
your self senior self.

Strategic Leadership:
The Essential Skills.
___________________

PPT Session #4

Friday
December 20
Presentation of group Negotiation
cases

Delivery of individual case on
experiences in negotiation











Video day # 4
Summary day # 4



From a REAL case:

. Analysis of overall situation.
. Relevant facts
. How to prepare and assess the
Negotiation
. Assessment of the strategies
and tactics employed in the
negotiation
. Agreement (s) reached in the
Negotiation
. What changes you would make
when faced with a new
negotiation process
. Conclusions

. Attached information (if
necessary).

TEAMWORK.

Presentation of group
works to the class.

Own real experiences
on negotiation.











PPT Session #5


Saturday
December 21
Final negotiation exercise by team:
cooperative negotiation in a
competitive environment.

Teams of 5 students each are made
up, who will carry out a one-hour
collective bargaining, where one
team will represent the company
and the other one will represent the
union.

Application of everything
learned in previous sessions to a
practical case.
Case to negotiate:

Compaa Minera
La Cumbre S.A.


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This session is entirely filmed by the
teacher and assistant, to provide
feedback to these teams and to the
rest of the participants about the
strengths and weaknesses identified
in the practical application of
conceptual, behavioral and strategic
aspects during the negotiation
process.

Saturday
January 04
Individual test on relevant
knowledge.

Final Video:

Session review and analysis of the
film of the negotiations by team.

Presentation of the experiences of
each negotiating team in the
collective bargaining exercise.

Feedback on strengths and
weaknesses of the negotiation
process.


Final conclusions of the course
on competitive and
cooperative negotiation
processes.
Analysis and
presentation of
negotiators of
alternatives of two
cases, at the student's
choice:


A) Club Atltico Boca
Juniors

B) Atlantic
Corporation



MOTIVATIONAL video
PPT COURSE summary
Final Coffe ENLARGED















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PROFESSORS RESUME

JAVIER IGNACIO ACHONDO BAUZ

Agronomist, Universidad de Chile.
MBA Master in Administration, Universidad de Chile.
Owners, President Managers Program (OPM). Harvard Business School, Key Executive Program,
Oct - Jan 2012.
Associates degree in leadership, financial and economic matters. The George Washington
University, Washington D.C. September 2010.
Assistant Professor in Human Capital, School of Economics and Business, MBA Program,
Universidad de Chile.
Professor of Effective Negotiation, School of Economics and Business, MBA Program, Universidad
de Chile.
In the exercise of his activity, he has held executive, managerial and academic positions, leading
teams to generate changes in the structure and organization of companies.