Negotiations By Andrés Banús amp Rita Benmakhlouf School The Three Schools SCHOOL The Its a Game Poker School The founder was Albert Z Carr wrote a book called Business as a Game ID: 694528
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Slide1
Three School of Bargaining Ethics
Negotiations
By: Andrés Banús & Rita BenmakhloufSlide2
School
The Three Schools
SCHOOLSlide3
The “It’s a Game” Poker School
The founder was Albert Z Carr, wrote a book called “Business as a Game”.
People who adhere to this school admit that
deception
is essential to effective play in both arenas.
Both player, exhibit a robust and realistic distrust of the other fellow.Slide4
How to Play
Someone opens, and then people take turns proposing terms to each other. Y
ou can play or pass in each round.The goal is to get the other side to agree to terms that are close as possible to your last proposal. Slide5
Flaws in the Game
The fact that bargaining is a game, the idealists and the pragmatists
do not agree about this idea.Every player is supposed to know the rules. This is
impossible
since the rules change in different industries and regions of the world.
The
laws differ
even within a single jurisdiction, so often a lawyer is needed to decide what to do. Slide6
Bargaining is an aspect of social life, NOT a special activity.
Home Ethics apply to Work.
Deception is
NOT
ruled out!
(though may be uncomfortable and frowned upon)
Preference to Honesty.
The “Do the Right Think Even if it Hurts” Idealist School
SchoolSlide7
Filled with Romanticism.
(Draws it’s power from Philosophy & Religion)
Negotiation is NOT a game!
Tie Business with Social Life.
The Goody Two-Shoes
SchoolSlide8
The ‘’ what goes around comes around’’ Pragmatist School
In common with the Poker School, they view deception as a necessary part of the negotiation process.
They prefer not to use misleading statements or lie if there is practical alternative.People adhere to this school more for prudential than idealistic reasons.
SCHOOLSlide9
Pragmatist sometimes draw fine distinction between lies about hard core facts of a transaction.
Pragmatists have different technique such as , to avoid answering questions, false justification.
SCHOOLSlide10
SCHOOL
School
Assume you are negotiating to sell a commercial building and the other party asks whether you have another offer.
(You
DO NOT
)
What would the three schools recommend?
The Ethical Schools in Action!Slide11
What would
THEY do?
SCHOOL
School
Bluff! (LIE
)
Lie about alternatives.
Taking into consideration:
Could I easily be found out?
Can the
bluf
help me leverage?
Maybe lie about…
something else
Truth Power!
Use facts!
Not prone to mislead!
Sophisticated!
Deceptive
Blocking Techniques
5 Techniques
Out of Bounds!
Ans. Dif. Q.
Dodge Q.
Ans. Own Q.
Change subjectSlide12
BLOCK!
Preserve leverage (without being deceptive) Poker Players tend to like more leverage.
Preserve relationships and reputation.Pragmatics discourage this if if lie may come back to haunt you.
What could
ANYONE
do?Slide13
SCHOOL
Which school do
YOU
belong to?
SchoolSlide14
Thank you for your attention!