University:
Massachusetts Institute of Technology
Course:
15.501/516 | Accounting
Academic year:

2023
Views:

48

Pages:

11
Author:

Quentin Hanna

Introduction to Multiparty Negotiations Managerial Psychology The Negotiator Negotiation Exercise z z z z z You will receive instructions with a letter and a number. The letter is your role in the exercise. It may be A, B or C. This is a three party negotiation. The number is your triad number. (i.e., the team with whom you will negotiate) After reading the instructions complete the prenegotiation questionnaire. IN SILENCE Once you have completed the questionnaire, tear the page apart and we will come by and collect them. Negotiation Exercise z z z z Once everyone has completed the questionnaire, we will ask you to look for your team members (your team will be a triad with roles A, B and C, all of which share your same triad number). Once you have found your team members, you will have 20 minutes to negotiate. After the negotiation, please answer the postnegotiation questionnaire IN PRIVATE. (it has been attached to the instructions) One triad out of this class room will be randomly selected and will receive $121, which will be distributed according to your performance in the negotiation, so that : 1 point = 1 dollar. Instructions to the Coalition Game z Parties have 20 minutes to negotiate how to distribute certain amount of points. z You are allowed to caucus in pairs. z On Coalition Total Outcome A+B+C A+B A+C C+B 121 118 84 56 their own, A, B and C get 0 points Find your Triad Outcomes A Triad 1 2 3 4 5 6 7 8 9 10 B C 41 63 60 50 40 29 40 40 40 29 21 31 41 40 40 55 55 11 What is Power? z The (perceived) ability to bring about desired outcomes. z French & Raven (1959) – – – – – – Expert Power Reward Power Coercive Power Legitimate Power Referent Power Subsequently: z z Informational Connectional Source of Negotiation Power (Fisher, 1983) z The power of Skill & Knowledge z The power of a Good Relationship z The power of a Good Alternative z The power of an Elegant Solution z The power of Legitimacy z The power of Commitment (positive or negative) Coalitions z Identifying potential partners z How to form them z How to break them if necessary Fairness in Negotiations z Individuals care about being treated fairly. z We are generally willing to punish unfair behavior z But… we tend to have self-serving notions of what is fair. z A is more likely to favor proportional split; C will believe equal split is what is fair. z Remember: use fairness criteria as shields and swords.