课程教案

7. Focusing interests can be harmful.
3.3 Generate Alternative Solutions
Inventing Options: Generating Alternative Solutions by Redefining the Problem or Problem Set：
contentious behavior.
3.4 Evaluate and Select Alternatives • Narrow the Range of Solution Options • Evaluate Solutions on the Basis of Quality, Standards, and Acceptability. • Agree to the Criteria in Advance of Evaluating Options • Be Willing to Justify Personal Preferences. • Be Alert to the Influence of Intangibles in Selecting Options. • Use Subgroup to Evaluate Complex Options • Take Time Out to Cool Off • Explore Different Ways to Logroll • Keep Decisions Tentative and Conditional Until All Aspects of the Final Process • Minimize Formality and Record Keeping until Agreement are Closed
授课题目（教学章节或主题）：
课程教案
授课类型
理论课
CHAPTER 3 Strategy and Tactics of Integrative Negotiation 教学内容：
授课时间 第 周星期 第 节
1. Introduction. 2. An Overview of the Integrative Negotiation Process. 3. Key Steps in the Integrative Negotiation.
Value to
3.1 Identify and Define the Problem
Seller
• Define the problem in a way That is Mutually Acceptable to both sides.
• State the Problem with an Eye toward Practicality and Comprehensiveness.
• Some Observations on Interests：
1. There is almost always more than one type of interest underlying a negotiation.
2. Parties can have different types of interest at stake.
4. Factors that Facilitate Successful Integrative Negotiation • Some Common Objective or Goal • Faith in One’s Problem-Solving Ability • A Belief in the Validity of One’s Own Position and the Other’s Perceptive • The Motivation and Commitment to Work Together • Trust • Clear and Accurate Communication • An Understanding of the Dynamics of Integrative Negotiation.
• Searching for Solutions That Meet the Needs and Objectives of Both Sides.
3. Key Steps in the Integrative Negotiation • There are major steps in the integrative negotiation process: Identify and Define the Problem. Understand the Problem Fully—Identify Interests and Needs. Generate Alternative Solutions. Evaluate and Select Alternatives.
different ideas are generated. The following rules should be observed: • 1. A avoiding judging or revaluating solutions. • 2. Separated people from the problem. • 3. Be exhaustive in the brainstorming process. • 4. Ask questions.
3. Interests often stem from deeply rooted human
needs or values.
4. Interests can change.
5. Surfacing interests.
6. Surfacing interests is not always easy or to one’s best advantage.
(2) Send signals of flexibility and concern about your willingness to address the other party’s interests.
(3) Indicate a willingness to change your proposal. (4) Demonstrate problem solving capacity. (5) Maintain open communication channels. (6) Reaffirm what is most important to you. (7) Reexamine any aspects of your interests that are clearly unacceptable to the other party. (8) Separate and isolate contentious tactics from problem solving behavior to manage the
2. An Overview of the Integrative Negotiation Process • Creating a Free Flow of Information. • Attempting to Understand the Other Negotiator’s Real Needs and Objectives. • Emphasizing the Commonalities between the Parties and Minimizing the Differences.
基本内容：
1. Introduction • Integrative Negotiation allows both sides to achieve their objectives. • For a negotiation to be characterized as integrative, negotiators must also: Focus on commonalities rather than differences Attempt to address needs and interests, not positions. Commit to meeting the needs of all involved parties Exchange information and ideas Invent options for mutual gain Use objective criteria for stands of performance
3.1 Identify and Define the Problem 3.2 Understand the Problem Fully—Identify Interests and Needs 3.3 Generate Alternative Solutions 3.4 Evaluate and Select Alternatives 4. Factors that Facilitate Successful Integrative Negotiation. 5. Why Integrative Negotiation is Difficult to Achieve.
• State the Problem as a Goal and Identify the Obstacles to Attaining This Goal.
• Depersonalize the Problem.
• Separate the Problem Definition from the Search for Solutions.
3.2 Understand the Problem Fully—Identify Interests and Needs • Identifying interests is a critical step in the integrative negotiation process. Interests are the underlying concerns, needs, desires, or fears that motivate a negotiator to take particular position. • Types of Interests: