Negotiation, Facilitation and Mediation:
Principles and Practices
28th. September 2011
AGENDA AND READINGS FOR SECOND, THIRD AND FOURTH CLASS SESSIONS
9.10-11.30AM
The Power of Advocacy: Promoting Your Interests Effectively
In the remainder of this morning we will examine the Power of Advocacy the first of Kolb and Williams two component strategies. A detailed Table of Contents is provided to help you in appreciating the ideas in each of the three chapters relating to the Power of Advocacy and to prepare for the discussions of them. The agenda is organized into three 40-minute sessions for considering each chapter's ideas with a 10-minute break between each session. Please note the preparation that is outlined for each of the sessions below.
Readings
Kolb, D. and J. Williams. 2003.
- Staying out of your own way. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 27-72. ToC.
- Making Strategic Moves. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 73-119.ToC.
- Resisting Challenges. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 120-168.ToC.
Agenda
1. Staying Out of Your Own Way (9.10-9.50) (ToC)
- PREPARATION: Review the 8 pitfalls of negotiators and reflect on how they might relate to you. What might be real or adapted examples from your experience that would illustrate slipping into these pitfalls? What does this suggest for points you might want to consider as you develop your personality and strategies for the case study negotiations?
- PREPARATION: What are examples from your negotiation experiences that illustrate how one or more of the steps for "staying out of your own way" (i) were advantageously used by you; and (ii) could have been applied by you to your advantage? What do these experiences suggest for points you might want to consider as you develop your personality and strategies for the case study negotiations?
- DISCUSSION: Convene with someone whom you have not met and take turns discussing with each other the illustrative examples you have prepared of steps you have taken in the past or would like to include in the future for "staying out of your own way". Try to consider as many of the strategies suggested by Kolb and Williams as possible. After 15 minutes we will have a plenary discussion, using your examples, for 25 minutes.
2. Making Strategic Moves (10.00-10.40) (ToC)
- PREPARATION: When you have read this chapter think about a negotiation experience you have had in which it was necessary to build a "strategic campaign" as described by Kolb and Williams in the final subsection. What worked well? How could you do it better next time?
- DISCUSSION: To elaborate on the ideas for making strategic moves I will talk about my own campaigning experience as the inaugural Chair of the Fraser Basin Management Board in (1992-'94), now called the Fraser Basin Council. If you are interested in learning more about my experiences as Chair see my article Collaborating Towards Sustainability Together: The Fraser Basin Management Board and Program
3. Resisting Challenges (10.50-11.30) (ToC)
- PREPARATION: When you have read this chapter, focus on the last section on Turning Demeaning Moves. Think about negotiation experiences you have had that illustrate the need for each of the four types of responses to being demeaned that are suggested by Kolb and Williams. How did you respond to them and how would you respond to them in future?
- DISCUSSION: In the class we will use your examples to explore the strategies recommended by Kolb and Williams.
4. Preparation for next class.
During the next class you will meet with someone in the course whom you have not yet met or gotten to know. By the end of today's class you need to have identified whom your partner will be so that you can prepare appropriately for next time. I have created a Valley Simulation web site where we can collect information generated around the exercises and we will begin using it next time.