NEGOTIATIONS

Foundational Principles

Day 2: The Integrative Negotiation Problem

Jaylan Elwaily's
OUTLINE
• Day 1: The Distributive Negotiation Problem
 Role play 1
 What is the distributive negotiation problem?
• Day 2: The Integrative Negotiation Problem
 Styles and Strategies
 Role play 2
 What is the integrative negotiation problem?
• Day 3: The Solution
 Role play 3
 Principled Negotiations: value creation
 How to create value in negotiations?
 Principled Negotiations: value distribution
 Role play 4
 How to distribute value in negotiations?
Negotiations Dr. Seraphim Voliotis

1
 SITUATIONAL MATRIX
• Four main types
 Transaction  conflict: low complexity
 Relationships  affection: low complexity
 Tacit Coordination  disinterest: no complexity
 Balanced Concerns  integrative complexity
relationship balanced concerns
importance of
relationship

tacit
coordination transaction
perceived conflict over stakes
Negotiations Dr. Seraphim Voliotis

Jaylan Elwaily's
STYLE / STRATEGY
Thomas & Kilmann, 1974

competitor collaborator – problem solver

assertiveness

compromiser

avoider accommodator
cooperation
• Others
 projection: assume they are like you
• Self-awareness
 what are you and can you change?

Negotiations Dr. Seraphim Voliotis

2
 SITUATIONS REVISITED
relationship

Relationship Balanced concerns

COOPERATION
ASSERTIVENESS

Tacit coordination Transaction

content
Negotiations Dr. Seraphim Voliotis

Jaylan Elwaily's
MATCH: SITUATION & STYLE

RELATIONSHIP BALANCED
importance of relationship

accommodation
problem solving problem solving
compromise compromise

COORDINATION TRANSACTION
avoidance competition
accommodation problem solving
compromise compromise

conflict over stakes

Negotiations Dr. Seraphim Voliotis

3
 THE NEGOTIATION PROBLEM
• Single Issue
 win-lose
 gain-at-expense-of-other’s-gain
 consensual  both gain

• Multiple Issue
 win-win (kazan-kazan)
 both-gain-more-than-before (efficiency)
 fair objective (value claim)
Negotiations Dr. Seraphim Voliotis

Jaylan Elwaily's
PROCESS - PROBLEM
20

-20

-40

-60

-80

-100

-120
50 60 70 80 90 100 110 120 130 140 150 160 170 180 190 200 210

Negotiations Dr. Seraphim Voliotis

4
 Thank You!

Negotiations Dr. Seraphim Voliotis

Jaylan Elwaily's