OPS 938: Negotiation Theory and Practice for Project Management
Describing a Negotiation
“A negotiation is a process where two parties with differences that they need to resolve, try to reach agreement through exploring options and exchanging offers” (Fells & Sheer 2019, 8-9)
Instructions (Time to complete 15 mins)
- Complete the document filling in each coloured or shaded box.
- If you have lengthy responses simply continue to write. Try not to destroy the formatting, please
- Make sure you provide your Full Name and Student Identification Number
- Submit this information to the Moodle site
Full Name (Student ID Number)
Negotiations are processes …
and by processes we mean one or more communicative exchanges.
involving parties …
Who are the parties involved in the negotiation?
with differences …
What are the underlying differences between the parties?
What were each party’s underlying interests and positions?
that they need to resolve …
What was the power balance between the parties?
Who needs what (or who) the most?
by trying to reach an agreement …
What attempts were made to reach agreement?
What needs to be done to manage this?
through exploring options and exchanging offers.
Exploring options: How do I determine the issues?
Exchanging offers: How do I get the other party to agree?
How do we/I find a better outcome?