LGST 489
Alternative Dispute Resolution (OCW)

 

LGST 489
Alternative Dispute Resolution (OCW)

Study Guide

Unit 3 – Negotiation

Overview, Learning Objectives, and Reading Assignments

She said, Let’s negotiate. I said, Over my dead body.

She said, “Let’s negotiate. “ I said, “Over my dead body.” Reprinted with permission from www.stus.com.

Unit 3 begins the discussion on negotiation by providing a broad definition of negotiation and describing various types of negotiation. It also explores the essence of negotiation and the principles behind it. As you read this unit, examine your own style of negotiating: Do you negotiate to get as much as possible for yourself, or do you sacrifice for the happiness of others? Do you want everyone to get an equal share, or do you want everyone to get the most possible?

Learning Objectives

When you have completed Unit 3, you should be able to achieve the following learning objectives.

  1. Define “negotiation” in general.
  2. Define and compare “integrative,” (win-win), “distributive” (win-lose), and “principled” negotiation.
  3. Describe and discuss the theories behind the different types of negotiations.
  4. Analyze negotiation structure and dynamics using the concepts of aspiration, goal, reserve level, settlement zone, and BATNA.

Reading Assignment

Alfredson, Tanya, & Cungu, Azeta. (January 2008). Negotiation Theory, Foundation and Approaches. In Negotiation theory and practice: A review of the literature, EASYPol online resources for Policy Making, Food and Agriculture Organization of the United Nations, 6–17.

Spangler, Brad. (June 2003). Best alternative to a negotiated agreement (BATNA). Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.

Spangler, Brad. (July 2003). Competitive and cooperative approaches to conflict. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.

Spangler, Brad. (June 2003). Distributive bargaining. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.

Spangler, Brad. (June 2003). Integrative or interest-based bargaining. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.

Spangler, Brad. (June 2003). Zone of possible agreement (ZOPA). Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.