This course is great for anyone wanting to excel in negotiation for business, law, sales, insurance, at home and everywhere.
Professor Richard Birke is an accomplished and a gifted speaker who teaches you top insights through eight great video lectures, a practical and interesting role play, some short excellent readings and a final quiz.
Among other topics, you will learn how to get other negotiators to play fair, how to respond to threats and how to achieve outcomes that leave no value on the negotiating table.
Introduction to the three basic strategic questions in Negotiation.
We first want to welcome you to the first lecture of the course: Negotiation Winning Strategy.
This course consists of Eight Video Lectures:
Finally there is a quiz where you can test your understanding of the covered topics.
Lecture one is the introduction to the course with three basic questions:
We hope that you’ll learn a lot and have fun!
Prisoners Dilemma, and how to escape.
We start with two short stories about hostage takers in Mexico and Peru.
Why are the strategies, of the negotiators involved, different?
The answer is in the most studied tool in game theory – the prisoner’s dilemma.
We show some examples from game shows. Why is competing the best strategy in a single round game? We show how you can break out of this cycle: turn a one-round game into a multi-round game with no clear end. This was proved in Axelrod’s computer tournament. The software “Tit For Tat” had the best outcome and proved to be the better strategy in multi-round negotiations.
How to create a multi-round Negotiation
The Tit for Tat strategy proved to be the most successful. We would all do better in negotiations if we followed 4 rules:
Using these tools we now look again at the examples in lecture 1.
We finish this lecture with a game show example with a surprising strategy of one of the players.
How to cooperate with a competitor. Hypothetical thinking exercise
This is a thinking and writing exercise about a bicycle shop owner facing a competitor.
You are the advisor that helps him think about the interests and deciding on the strategy.
You are asked to prepare your advice, writing down bullet points under the five categories:
Shared and conflicting interests; finishing the exercise
We start analyzing the interests and putting yourself in the other party’s shoes. The advice is to invent options for mutual gains. There are tips and tricks from other examples.
Furthermore we discuss: Reinforcing activities, Different brands, Milk industry and the real bikeshop dilemma from Oregon.
Pareto optimal outcome and the negotiators dilemma
Why should you cooperate is explored in studies by Professors Gerald Williams and Andrea Schneider. They proved that cooperation is more effective. We explain Pareto Optimality.
The four big advantages of cooperation are: ReputationTit-for-tat, Pareto-optimality and because “it feels good”!
Now we talk about “The Two Sisters”; the orange example and the Negotiators Dilemma. When a possible deal is better than your walkaway alternative: cooperation is the better strategy. When dealing with a competitor, structure the exchange of information –conduct it in a multi-round way and reciprocate cooperation with cooperation and competition with competition.
How to respond to threats in Negotiation?
We show a clip from a Reuters interview about The Greek financial crisis. The Greek threat is discussed using the Thomas Schelling theory about the “Game of Chicken”.
Next there is a clip from “Doctor Strangelove” about Mutually Assured Destruction. When a threat is not tied to a commitment, it is not credible and need not cause much alarm.
When the threat is tied to a commitment, it’s wisest to ignore the threat and attack the commitment. This is illustrated using an example from a negotiation about a legal claim.
Summary and wrap up
So, the fundamental question about negotiation strategy is whether to cooperate or compete. This simple question unfolds into a series of important decisions – how much do I reveal and how much do I conceal? Shall I attempt to work with the other side by accurately describing my real interests or do I try to put them out of business? Can I reap the benefits of cooperation without risking being taken advantage of? And if they act in a competitive manner, how can I bring them back around to a cooperative frame of mind? This course was designed to help you learn strategies for dealing with these negotiation situations. Of course, there’s plenty more to learn, and we hope we inspired you to continue your study of negotiation practice and theory.
Good luck with the final quiz for this course!
Richard Birke is a JAMS consultant and has taught dispute resolution for more than 20 years. He is a law school professor and director of the Center for Dispute Resolution at Willamette. Under his leadership, CDR has enjoyed more than a decade of high national rankings in the US and is the 2012 winner of the Ninth Circuit ADR Education Award. Mr. Birke is a two-time award-winning author, as well as an ADR neutral, consultant and trainer. Professor of Law; Director of the Center for Dispute Resolution; Director of the Certificate Program in Dispute Resolution - LL.M. Harvard University - J.D. New England School of Law, cum laude - B.A. Tulane University
Professor Richard Birke has taught dispute resolution for more than 15 years, starting his career at Stanford University and coming to Willamette University College of Law in 1993 to teach and direct the Center for Dispute Resolution. Under his leadership, the CDR has enjoyed high national ranking among academic dispute resolution centers in the United States. He is an award-winning author in the field of dispute resolution, and he has been deeply involved in the practice of ADR.
Professor Birke has trained hundreds of professionals from the fields of business, law, medicine and other disciplines in negotiation, mediation, dispute resolution, trial practice, risk analysis and related fields.