Transcript ENG101B: Freshman English

The Prisoner’s Dilemma
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The Prisoner’s Dilemma
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The prisoner's dilemma is an example of a
non-zero-sum game that demonstrates a
conflict between rational individual behavior
and the benefits of cooperation in certain
situations.
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The Prisoner’s Dilemma
Two suspects arrested for a crime
Prisoners decide whether to confess or not to confess
If both confess, both sentenced to 6 months of jail (LOSE-
LOSE)
If both do not confess, then both will be sentenced to 3 months
of jail (WIN-WIN)
If one confesses and the other does not, then the confessor gets
freed (0 months of jail) and the non-confessor sentenced to 12
months of jail (WIN-LOSE)
What should each prisoner do?
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The Prisoner’s Dilemma:
Applications
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Nuclear arms races.
Dispute Resolution and the decision to hire a lawyer.
Corruption/political contributions between contractors
and politicians.
Can you think of other applications?
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The Prisoner’s Dilemma:
Applications
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A couple deciding how to spend the evening
Wife would like to go for a movie
Husband would like to go for a cricket match
Both however want to spend the time
together
Scope for strategic interaction
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ENG101B
Group Communication Basics
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The Art of Negotiation
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Negotiations
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What do we mean by negotiation
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Can you think of any examples
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What is negotiation?
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Negotiation is a dialogue between two or more
people or parties, intended to:
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reach an understanding,
resolve point of difference,
or gain advantage in outcome of dialogue,
to produce an agreement upon courses of action,
to bargain for individual or collective advantage,
to craft outcomes to satisfy various interests of two
people/parties involved in negotiation process
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Negotiation
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Negotiation occurs in business, non-profit
organizations, government branches, legal
proceedings, among nations and in personal
situations such as marriage, divorce,
parenting, and everyday life
Professional negotiators are often specialized,
such as union negotiators, leverage buyout
negotiators, peace negotiators, hostage
negotiators, or may work under other titles,
such as diplomats, legislators or brokers.
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Negotiation
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In the world of business, negotiating skills are used for a
variety of reasons, such as to negotiate a salary or a
promotion, to secure a sale, or to form a new partnership.
What would the following pairs be negotiating about?
Manager and member of staff
Employer and Potential Employee
Business partner A and B
Company A and Company B
Customer and Client
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Negotiation
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In the world of business, negotiating skills are used for a
variety of reasons, such as to negotiate a salary or a
promotion, to secure a sale, or to form a new partnership.
What would the following pairs be negotiating about?
Manager and Clerk
Employer and Potential
Employee
Business partner A and B
Company A and Company B
Customer and Client
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Promotion
Job benefits
Deciding on investments
Merger
Making a sale
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Distributive vs Integrative negotiation
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Limited or finite
amount in the thing
being distributed or
divided = ‘Fixed Pie’
Involves people who
have not had
interaction before
‘Win-lose’ scenario
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Cooperation, or a
joining of forces to
achieve something
together
Higher degree of
trust and forming a
relationship
Creative problem
solving
‘Win-win’ scenario
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Take some time to work through
the HOTEL MANAGEMENT
proposition.
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Distributive vs Integrative
negotiation
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Was the “problems and solutions” hotel
negotiation a WIN-WIN or a WIN-LOSE
situation? Why?
Can you think of any different examples of
WIN-WIN and WIN-LOSE negotiations?
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WIN-WIN Game
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A win-win game is a game which is
designed in a way that all participants can
profit from it in one way or the other.
In conflict resolution, a win-win strategy is a
conflict resolution process that aims to
accommodate all disputants.
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WIN-WIN Game
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Group-dynamics win-win games emphasize
the importance of cooperation, fun, sharing,
caring and over-all group success in contrast
to domination, egoistic behaviour and
personal gain.
All players are treated as equally important
and valuable
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Adversary vs Partner?
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In a distributive negotiation each side is
battling for the largest possible piece of the pie,
so it may be appropriate - within limits - to
regard the other side more as an adversary
than a partner and to take a harder line.
But if the aim is a ‘win-win’ situation, then a
cooperative attitude and partnership will benefit
both sides.
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Four phases in negotiating
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Identifying objectives
Exchanging information
Agreeing and disagreeing
Reaching an agreement
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Phase 1: Identifying objectives
Useful phrases for this phase:
 “We are here today to
discuss/consider/come to an agreement
about…”
 “What we want to do today is reach a
decision about…”
 “We are meeting in order to…”
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Phase 2: Exchanging information
Useful phrases for this phase:
 “Can we run though what we have agreed?”
 “I think this is a good moment to repeat what
we have agreed so far.”
 “I’d like to check what we’ve said.”
 “Can I just confirm this?”
 “So your position is…?”
 “Have I got this right? You feel that…?”
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Phase 3: Agreeing and
disagreeing
Useful phrases in this phase:
 “If you could…we might consider…”
 “We could offer you…”
 “Let’s think about the issue of…”
 “That’s not acceptable unless…”
 “So long as…”
 “I could only agree to that if…”
 “We really can’t agree to that.”
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Phase 4: Reaching agreement
Useful phrases for this phase:
 “Are we in agreement then?”
 “I think we could agree to that.”
 “That’s probably all right.”
 “”We could accept that.”
 “That seems acceptable.”
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More Language of Negotiating
Language to use to show understanding/agreement
on a point:
I agree with you on that point.
That's a fair suggestion.
So what you're saying is that you...
In other words, you feel that...
You have a strong point there.
I think we can both agree that...
I don't see any problem with/harm in that.
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More Language of Negotiating
Language to use for objection on a point or offer:
I understand where you're coming from; however,...
I'm prepared to compromise, but...
The way I look at it...
The way I see things...
If you look at it from my point of view...
I'm afraid I had something different in mind.
That's not exactly how I look at it.
From my perspective...
I'd have to disagree with you there.
I'm afraid that doesn't work for me.
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Is that
best offer?
Negotiation Styles
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Negotiation Styles
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Five styles / responses to negotiation have
been identified:
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Accommodation
Avoidance
Collaboration / Problem Solving
Confrontation / Competition
Compromise
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Write the letter of the response that most closely matches what you would do in each
situation.
A. Try to convince someone of your point or stand up for what you believe.
B. Walk away from the situation, ignore the situation, or deny that there is a problem.
C. Do what others want even if you disagree or if it’s not what you want.
D. Make a quick compromise.
E. Find a solution that makes everyone happy.
F. Other
____ 1. Your mother wants you to help her clean the house on Saturday night and you
want to go out with your friends.
____ 2. Your best friend always borrows your things and never gives them back.
____ 3. Someone is saying bad things about your friend. You’re angry because you know
what they are saying isn’t true.
____ 4. You think your teacher has been unfair in grading your test. You think your grade
should be higher.
____ 5. Your friend always wants to copy your homework and it bothers you because it
takes you a very long time to do your assignments.
____ 6. Your friends want to skip school and you don’t know what to do. You want to go to
school but you don’t want your friends to make fun of you.
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Directions: Decide which conflict style is being used in each situation. Write the
word in the space next to the situation.
Avoidance, Confrontation, Accommodation, Compromise, or Problem Solving
1. ____________________ You start yelling at your younger sister for always following you
around. You slam the door in her face.
2. ____________________ You always know the answers in your history class. Some of
your friends make fun of you for that, so you’ve decided not to answer questions any more.
3. ____________________ Your mother is mad because you came home 2 hours after your
curfew. You don’t get mad; instead you ask if you can talk about this tomorrow because
you’re
tired. She agrees to do this.
4. ____________________ Your parents are worried about your grade in math. You don’t
understand the math homework, but your parents think it’s because you are not spending
enough
time doing your homework. You agree and start working on your homework even though you
know you can’t solve the math problems.
5. ____________________ Two students are talking in the back of the class about someone
you know but don’t know very well. You know what they are saying is untrue but you don’t
say
anything to them.
6. ____________________ You want your parents to change your curfew from 10:00 pm to
midnight on Saturday nights, but after talking with them about this, you agree on 11:00 pm.
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The ‘Art’ of Negotiation
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The Art of Negotiation
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Negotiating is often referred to as an "art".
While some people may be naturally more
skilful as negotiators, everyone can learn to
negotiate.
Can you think of any techniques and skills
that can help people in the negotiation
process??
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Aim High
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Visualize the End Results
Start with the end
in mind
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Treat your Opponent with
Respect and Honesty
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Exhibit confidence
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Prepare ahead of time
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Preparing Ahead of Time
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First and foremost, each party must clearly
define their own goals and objectives.
Secondly, each party must anticipate the goals
of the opposition. This may require doing
some background research.
Finally, each party must come up with various
alternatives to their main objectives.
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Preparing Ahead of Time
A checklist of questions to ask yourself in advance:
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What is my main objective?
What are all of the alternatives I can think of?
Why do I deserve to have my goals met?
What will my opponent's counter proposal likely consist of?
How can I respond to this counter proposal?
When would I like to have this issue resolved?
What is my bottom-line?
What market research/homework do I need to do to back up my cause?
What is my bargaining power compared to my opponent's?
What do I know about the principles of negotiating?
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Tips for Negotiating
1) Always try to negotiate for at least 15
minutes.
2) Always offer to let the other party speak
first.
3) Always respect and listen to what your
opponent has to say.
4) Acknowledge what the other party says.
5) Pay attention to your own and your
opponent's body language.
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Body Language
Avoiding Eye Contact
Possible meaning
•Lying
•Not interested
•Not telling the whole truth
Serious Eye Contact
•Trying to intimidate
•Showing anger
Touching the face/fidgeting
•Nervousness
•Lack of confidence
•Submission
Nodding
•Agreeing
•Willing to compromise
Shaking the head/turning away
•Frustrated
•In disbelief
•Disagreeing with a poi
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Settlement
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There are a number of signals that indicate
that negotiations are coming to a close.
This may not always mean that an
agreement has been reached. In many
cases, there are many rounds of
negotiations.
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Settlement
Even if you make the decision to treat your
negotiating opponent with honesty and
kindness, the other party may not extend
you the same respect.
Be prepared to stand your ground firmly, yet
cordially, especially in the last few minutes of
the negotiations.
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Settlement
Here are some last minutes tricks that unscrupulous
negotiators may use at the end of a negotiation to
try to fool you:
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Walking out of the room
Offering a short-term bribe
Telling you to take it or leave it
Giving an ultimatum
Abrupt change in tone
Introducing new requests
Stating generalizations without evidence
Adopting the Mr. Nice Guy persona
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