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:
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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
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State the problem as a goal and identify the barriers to attaining this goal
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Depersonalize the problem
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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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