The Art & Science of Negotiation

Doug Dierking
Department of Management
Perspectives on Negotiation

ØNegotiation as a Game

ØNegotiation as a Ritual

ØNegotiation as a Tool
 Negotiation
Negotiation is the art and science of
securing an agreement between two
or more interdependent parties who
are seeking to maximize their
outcomes. The negotiated agreement
will guide & regulate their future
behavior
§ Multiple Parties
§ Interaction Based
§ Seeking to Reach Agreement
§ Formally/Informally Guides & Regulates Behavior
 COMMON NEGOTIATION MYTHS
§ Good Negotiators are born
§ Some innate differences are evident
§ Negotiation is largely a teachable skill

§ I can only negotiate in environments in which

it is explicitly “allowed” (e.g. car, house, job)

§ To be successful, I must negotiate “tough”

and try to intimidate the other side. I often
will have to behave unethically

§ Experience is a great teacher

 Improving your negotiating
proficiency

Analytic Skills Confidence

Communication Skills
 NEGOTIATION
§ Think about negotiation as a
means for advancing a full set of
interests by jointly decided action

§ Assess and attach priorities to

one’s own set of interests as well
as assess the other party’s full set
of interests
 Reaching High-Quality
Agreements
Ø Economic Success and
Rationality
Ø Relational Success
Ø Image and Reputation
Ø Creating Stability
Ø Maximizing Efficiency