Consensus Building - Collaboration - Lecture Slides, Slides of Communication and Presentation Skills

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Overview

Scenarios  Concepts

• Integrative and Distributive Bargaining– Consensus Building  Debriefing and Discussion

Scenario

Negotiation and Consensus Building

Distributive bargaining

• Win-lose negotiations– Dividing the pie (or the orange)  Integrative or principled bargaining - Win-win negotiations– Expanding the pie (or the orange)

Lessons

Integrative bargaining can be powerful  Problem definition has an impact

• 1: Dividing up the oranges– 2: Your needs with the oranges  Not all settings can become integrative

Managing Conflict in Collaboration

 Seek to build consensus via integrative bargaining

• Separate the people from the problem– Focus on interests, not positions– Invent options for mutual gain– Insist on using objective criteria (Fisher and Ury 1981)  Create clear rules for decision making - Consensus– Consensus-1 or Supermajority– Simple majority

Consensus Building

Groan

Zone

Businessas Usual Expanding Deliberating Narrowing Based on Kaner (1996)

Discussion

Strategies for promoting integrative bargaining?  Strategies for constituent and public input?  Likely problems with an integrative approach?  BATNA (Best Alternative to a Negotiated Agreement)