Negotiation and Dispute Resolution

In: Business and Management

Submitted By HendrikH
Words 3037
Pages 13
Negotiator tool kit

1) Two parties:
→ how well did we understand the other negotiator? * understanding the other party was probably the greatest problem that lead to several deadlocks. * moreover agreements that were already stated were revised (issue ii nomination for training) * reason for that were discrepancies in between group members of the union party.
→ did the structure of the negotiation work? * The structure of the negotiation did no work that well. Due to several deadlocks like just mentioned we had to skip Clause 16 and 22 before getting back to them when all other issues were agreed on. * reason here were great differences in the positions of both Management and Union.

2) with differences:
→ How well did we get to understand the extent of the critical differences that needed to be addressed? * Both parties were strongly persistent on their own stand and subconsciously block out BATNA. * As time went by and questions were asked, we understood the extent of the critical differences quite well. * However working together to sort out the differences was quite difficult. The reason was because the Union tried to follow their planned written script exactly, without thinking of concessions and that made communication and understanding to be very difficult.

3) that they need to resolve
→ Did we overestimate the quality of our walk- away alternatives? * I think we did overestimate our walk away alternatives that we thought of. * Maybe we should have thought of more walk away alternatives than we did and analysed those we had thought off with more regard to what the other party might do in a particular situation.

4) try to reach an agreement
→ What were the critical incidents in the negotiations and how were they handled * first of all, the other party (Union) imposed very high expectation of the…...

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