Overview

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


Scenario


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


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


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

Business as Usual

Expanding Deliberating Narrowing

Based on Kaner (1996)


West Eugene Parkway Scenario


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)

Overview

Documents

Overview