Pakistani Prunes
Dr. Rubio Sanchez
Dr. Kim Wilson Team # 5
SWOT #2
The Pakistani Prunes
Preparation
I began my preparation for this negotiation by reading the section in the textbook, The Pakistani Prunes, on page 498. Although this did not give me any additional information on the negotiation itself, it did make me aware of the main idea of this negotiation which was “work together in cooperation.” When I realized this negotiation was based on collaboration, I studied article 1.8, Implementing a Collaborative Strategy, more in depth. I took notes on points that I would be able to use during the negotiation. Then I made a list of possible questions that I could ask at the very start of the negotiation and the specific steps to a collaboration. I also used an article by Robert A. Steinberg called, The Game of Negotiation. From this article, I used the tactic of, “Identifying with others in similar circumstances.” With this tactic, I made sure to get the other parties’ story and listen to their whole side before jumping to conclusions.
1.8 (Implementing a Collaborative Strategy) This article stated the steps to the collaborative strategy. I used this during the negation by following the steps to ensure that I was not rushing through the process or forgetting an important issue. During the “Generating Alternative Solutions” step of the negotiation, we “expanded the pie”, by both using the whole prune, and we also “bridged” by creating the idea that one person bids while the other pays the bidder themselves.
1.9 (Solving Joint Problems to Create and Claim Value) In this article, I focused on the idea of ZOPA (zone of possible agreement). I remembered not to pass my ZOPA but instead listen and learn everything about the other parties’ needs. With this strategy I was able to acquire the information that the other party only needed the outside of the prune while my organization only needed the pits. Another idea in this article that I used was to “Adopt
Dr. Kim Wilson Team # 5
SWOT #2
The Pakistani Prunes
Preparation
I began my preparation for this negotiation by reading the section in the textbook, The Pakistani Prunes, on page 498. Although this did not give me any additional information on the negotiation itself, it did make me aware of the main idea of this negotiation which was “work together in cooperation.” When I realized this negotiation was based on collaboration, I studied article 1.8, Implementing a Collaborative Strategy, more in depth. I took notes on points that I would be able to use during the negotiation. Then I made a list of possible questions that I could ask at the very start of the negotiation and the specific steps to a collaboration. I also used an article by Robert A. Steinberg called, The Game of Negotiation. From this article, I used the tactic of, “Identifying with others in similar circumstances.” With this tactic, I made sure to get the other parties’ story and listen to their whole side before jumping to conclusions.
1.8 (Implementing a Collaborative Strategy) This article stated the steps to the collaborative strategy. I used this during the negation by following the steps to ensure that I was not rushing through the process or forgetting an important issue. During the “Generating Alternative Solutions” step of the negotiation, we “expanded the pie”, by both using the whole prune, and we also “bridged” by creating the idea that one person bids while the other pays the bidder themselves.
1.9 (Solving Joint Problems to Create and Claim Value) In this article, I focused on the idea of ZOPA (zone of possible agreement). I remembered not to pass my ZOPA but instead listen and learn everything about the other parties’ needs. With this strategy I was able to acquire the information that the other party only needed the outside of the prune while my organization only needed the pits. Another idea in this article that I used was to “Adopt