Tonya Glover Business Negotiations May 22, 2018 Michael Bloomberg vs. New York Teachers’ Union Steps of Integrative Negotiation Process 1. Identify and define the problem The identification of the problem is always the most difficult and challenging part in negotiation process when more parties are involved. Barry & Friedman, (1998) posits that the negotiator should consider at least five aspects when identifying and defining the problem: • The problem should be defined in a way that it is mutually acceptable by both parties • State the problem with an eye towards practicality and comprehensiveness • State the problem as a goal and identify the barriers to attaining this goal • Depersonalize the problem • Alienate the problem definition from the search for solution 2. Understand the problem fully and bring the interests and needs to the table Determine the interest needs. The best way to reach an agreement is to ensure that both parties understand and satisfy each other’s needs. Identification of interests is critical in the negotiation process. These are the underlying issues or concerns that influences the negotiator to take a particular position. In as much as satisfaction may be had and understanding of the interests may allow the parties to come up with solutions that meet their interests. The main problems at this stage are: they may be so many interests, interests may differ among the parties, interest always originate from human need or values, interest surfacing is not always easy, focusing on interest is harmful. 3. Generate alternative solution to the problem as given This involves coming up with the solution to the raw problem. There are several methods which can be used to generate solution to the problem. These methods can be used by the negotiator or by the parties involved. The methods include: brainstorming, surveys and even electronic brainstorming. The options can be invented by redefining the problem. These include: compromising, subordinating, finding the bridge solution, modification of the pie, expansion of the pie, logroll and even cutting the cost for compliance (Weingart, Hyder & Prietula, 1996). 4. Evaluate and select alternatives This is the last stage of the negotiation process. It involves the evaluation of the alternatives generated during the previous stages. The best one which is selected is implemented in order to bring order between the involved parties. This is done by narrowing the range of the solutions to the problem and the selection is done based on the quality, objective standards and acceptability. The negotiator must agree to evaluate the criteria in advance and be willing to justify personal presences. The subgroups should be used to evaluate complex option. At this stage the negotiator must exploit the differences in expectations and risk/time preferences and the decisions must be kept tentative and conditional until the last proposal is completed. The negotiator should minimize formality and keep record until final agreements are done. Analysis of how these four steps might help in designing the negotiation strategy between Michael Bloomberg vs. New York Teachers’ Union Identifying and defining the problem This will help in determining and defining the problem between Michael Bloomberg and the New York Teachers’ Union. For example, in this case the problem could be the share of the amount of money that each party will get from the finance which will be received if the agreement is reached and signed. Understand the problem fully- identify interest and needs. The problem between the two parties I this care is the share of the money. The interest is on the percentage that Michael Bloomberg and the New York teachers’ union will get from the percentage. In this case there is one party which is being used as a ladder of getting the grants and the aid. And this is done through the teachers’ union. Both the parties need a given percentage of the share of the finance that will received. This will help in observing the interest of both parties based on the percentage share. Generation of alternative solutions In this case I will conduct surveys from may be other countries where such agreements have been done. This will help in coming up with favorable figures which will favor both parties involved in the negotiation. I can even brainstorm the best percentage to be used in sharing the finance based on the terms and conditions that are put in place. Evaluate and select alternatives From the whole process of negotiation between the New York teacher’s union and Michael Bloomberg, I have to choose the survey method to come up with the best solution. Conducting the survey from different places where such agreements have been done will help me come up with a solution which is a win-win situation for all. References Barry, B., & Friedman, R. A. (1998). Bargainer characteristics in distributive and integrative negotiation. Journal of personality and social psychology, 74(2), 345. Goh, S. C. (1998). Toward a learning organization: The strategic building blocks. SAM Advanced Management Journal, 63(2), 15. Lewicki, R. J., Saunders, D. M., Minton, J. W., Roy, J., & Lewicki, N. (2011). Essentials of negotiation. Boston, MA: McGraw-Hill/Irwin. Weingart, L. R., Hyder, E. B., & Prietula, M. J. (1996). Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome. Journal of Personality and Social Psychology, 70(6), 1205.
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