Overview
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Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
Overview
Scenarios Concepts
– Integrative and Distributive Bargaining– Consensus Building
Debriefing and Discussion
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
Scenario
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
Scenario
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
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)
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
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
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
Traditional Bargaining
Strategies to shift the zone of agreementEstablish an extreme positionKeep (or pretend to have) a firm positionUse deadlines, competing offers, etc.
Position 1
Position 2
Zone of Agreement
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
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
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
Consensus Building
Groan Zone
Business as Usual
Expanding Deliberating Narrowing
Based on Kaner (1996)
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
West Eugene Parkway Scenario
Source: Margerum, Richard D. Author of: Beyond Consensus: Improving Collaborative Planning & Management. 2011. MIT Press
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)
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