International Negotiation Week 1

2. Class 1 Review Dysfunctions Competitive processes. Misperception and bias. Emotionality Decreased communication. Blurred issues. Rigid commitments. Magnified differences, minimized similarities. Escalation of the conflict.

3. The Dual Concerns Model 05/09/08 3

4. Discussion: Fisher Questions What are 2 standard negotiating strategies? According to Fisher, what is a wise agreement List 3 reasons and explain them why the author rejects arguing over positions as a way to negotiate. How can the human element help or harm negotiations? How will perception of the other side help in negotiations? How can your own perceptions influence negotiations? Why should you give your interests and reasoning first and your conclusions and proposals later?

6. Presenting facts and data in logically sound ways in order to persuade someone to change belief or behavior.

7. Persuasion.

8. A delicate mix Of:

9. Rational argument;

10. Social forces;

11. Psychological forces;

12. Rhetoric.

13. Argumentación.

14. Presentación de hechos y de datos de maneras lógicamente sanas para persuadir alguien de cambiar creencia o comportamiento.

15. Persuasión.

16. Una mezcla delicada de:

17. Discusión racional;

18. Fuerzas sociales;

19. Fuerzas psicologicas;

20. Retórico. 05/09/08 5

21. Ting Toomy

22. El modelo dual de laspreocupaciones 05/09/08 7 Problem Solving Colaborador Accommodating Adaptarse Preocupación por otra Poco Mucho Compromising Compromiso Contending Competetivo Inaction/Avoid Evitar Poco Mucho Preocupación por yo mismo

24. You might work to save your own face.

25. You might work to help save another’s face.

26. Face is an important concept in conflict negotiations.

27. La ahorra cara está evitando la verguenza.

28. Usted puede ser que trabaje para ahorrar su propia cara.

29. Usted puede ser que trabaje para ayudar excepto cara de otra persona.

30. La cara es un concepto importante en negociaciones del conflicto.05/09/08 8

32. “we” oriented perspective that emphasizes relationships.

33. Individualism

34. “I” oriented perspective that emphasizes individualism.

35. Different ways of defining self, goals and duty.

36. Collectivism.

37. “nosotros" orientamos la perspectiva que acentúa relaciones.

38. Individualismo

39. "I" orientó la perspectiva que acentúa individualismo.

40. Diversas maneras de definir uno mismo, metas y deber.05/09/08 9

42. “Face restoration” is the facework strategy used to stake out a unique place in life, preserve autonomy, and defend against loss of personal freedom (individualism).

43. “Cara que da" es la estrategia del facework usada para defender y para apoyar la necesidad de otra persona de la inclusión (collectivism).

44. “Cara de la restauración" es la estrategia del facework usada para estacar fuera de un lugar único en vida, para preservar la autonomía, y para defenderla contra pérdida de libertad personal (individualismo).05/09/08 10

45. Revised Conflict Map 05/09/08 11

46. Negotiation Role Play Ronaldo wants to start a nightclub in an old warehouse near the edge of a residential area with several apartment buildings. Ronaldo has purchased the property and has all of the necessary permits to begin construction on his nightclub. The representative of the residents of the apartments is concerned that a nightclub will play loud music and the patrons of the nightclub might drink too much and become a nuisance in the neighborhood. Ronaldo arranges a meeting with the representative of the residents of the apartments to negotiate terms of an agreement so that he can build his nightclub without causing problems with the residents. Role 1: Ronaldo Role 2 Alfonso (Representative of Apartment)

47. Key Concepts 05/09/08 13

48. For next week Fisher through CH 6 What is a wise agreement Law of the Sea Negotiation Kennedy and Nuclear Test Band Treaty Nasar and Israel Fisher through CH 6 One text negotiation Carter Circle Model for creating Options Perceptions Sadat and Israel