Negotiation, Facilitation and Mediation:

Principles and Practices

5th. October 2011

AGENDA AND READINGS FOR SECOND, THIRD AND FOURTH CLASS SESSIONS

9.10-11.30AM

The Promise of Connection: Building a Collaborative Relationship

In the remainder of this morning we will examine the Promise of Connection, the second 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 Promise of Connection 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.

• Laying the Groundwork. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 171-193. ToC.
• Engaging Your Counterpart. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 194-233.ToC.
• Getting Collaboration to Work. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass. pp. 234-274.ToC.

Agenda

1. Laying the Groundwork(9.10-9.50) (ToC)

• PREPARATION: After reading the chapter, reflect on what you think you know about the story of the person, as a student (not in role) whom you have been designated to partner with for this session and the first hour of the morning. Think about the "story" that you take away from your discussions with them so far, which for most of you will likely be relatively brief. Using the ideas in the Groundwork chapter, what questions would you have about your partner's apparent "story"? Prepare to talk with your partner in ways that would lead to confirmation and possibly revision and amplification of the story as you understand it.
• DISCUSSION: Meet with your designated discussant for 20 minutes and, using your preparatory ideas engage in an exchange to further your understandings of each other's stories. Take note of your insights about both the story you had presumed coming in and how it has evolved and changed after your discussions.

2. Engaging your Counterpart (10.00-10.40) (ToC)

• PREPARATION: After reading the chapter, prepare for a conversation you are going to have with the discussant from the preceding session in which the two of you will discuss the worst experiences that you have had in previous attempts to "engage a counterpart". This can be a continuation of the exchange you will have just had. It will in fact require you to practice the skills employed to "engage a counterpart".
• DISCUSSION: Reconvene with your designated discussant for 20 minutes and, using your preparatory ideas engage your counterpart in a mutual exploration of each other's worst experiences in attempting to "engage a counterpart". Take note of what you learn about both yourself and your partner.

3. Getting Collaboration to Work (10.50-11.30) (ToC)

• PREPARATION: As you read this chapter in preparation for the class session, list the questions or points that it generates and that you would like me to discuss during class.
• DISCUSSION: At the beginning of the session we will quickly establish an agenda for discussion by gathering and organizing the list of questions and points that you would like me to discuss.

Any questions about Analytical Exercise 1?