Prof.

Lange NegotiationsClass Notes Fall 2014

Tuesday, August 26, 2014
Basic Principles of Negotiations
Haggle demonstration: grounded vs. ungrounded attitude (Lange = seller; me & Hadas = buyers)
Grounded personality (demo with Hadas) more connection, interaction more personal; volunteered
information; offered bulk discount prices
Ungrounded personality (demo with me): functional exchange, more combative
Justifications for prices, control, directing
Challenge: staying in your own space (remaining grounded) while reaching out and relating to the other
person

Tuesday, September 2, 2014
Lecture: Feelings, Empathy, & Assertiveness
A. Tensions
a. Distribution Creation of value
i. Info + Exploitation
ii. Looping
1. Curiosity / inquiry Demonstrate understanding confirm understanding
2. Durability
3. Noddingpeople may interpret a nod as assent; women nod much more
than men. There is a significant difference between nodding in assent and
nodding in empathy. Some think negotiators should never nod; Lange says
not trueimportant for effective communication of feelings


The Empathy Loop

Step 1 You inquire
Step 2 The other side responds
Step 3 You demonstrate your understanding and test with the other side
Step 4 If they confirm your understanding, the loop is complete.
If not, go to step 1.


b. Empathy Assertiveness
i. Negotiating Styles
ii. Single dimension

Empathy Assertiveness


Accommodating The Effective Negotiator





Empathy





Avoiding Competing

Assertiveness

c. Individual Principal
B. People are generally very good at sensing when someone is being dishonest with their feelings
C. No risk of giving up information when loopingsimply acknowledging that you are accurately
receiving information
Prof. Lange NegotiationsClass Notes Fall 2014
D. How to acknowledge anothers perspective that you do not agree with without agreeing or
prompting someone to get defensive
a. I understand your perspective
b. I hear what youre saying, but
E. Preparatory statements can help you structure the conversation before it even starts
F. Positions vs. Interests
a. Position: e.g. I dont want this term in the contract
b. Interest: e.g. concerns about that termliability, protection etc.
G. Get below the position and down to the interest, which requires the other party to trust you
a. You take risk by taking the info opposition gives you and interpreting their interests
b. Beware: is your guess revealing your interests in a disadvantageous way?
i. You are likely guess their interests with your own in the back of your headyour
guesses may reflect your own interests