(Based on Presentation of 1.5 hrs.)
What Really Happens in Negotiation: What we learn from Observational Studies, Statistics, Cluster Analysis and Models of Human Conflict Approaches
The ABA survey, aggressive and cooperative negotiators.
Follow-up, the observational studies, what was learned from them:
Update: cluster analysis of the statistical data and follow-up statistical studies.
When it happened
What cluster analysis is
Cluster Analysis 7:10 – 7:20
The two new categories revealed by cluster analysis.
Feral Aggressive Negotiators
Human Conflict Models 7:30 – 7:40
The sources of models: grief, violence, conflict and sources.
What they tell us in relationship to cluster analysis (or just what is a feral aggressive, why are the new “cooperatives” the way they are).
Patterns we observe 7:40-7:50
Everything takes place in steps (the so-called rhythm of negotiation).
The goal of each type of negotiation pattern (winning, making friends, avoiding harm, understanding).
Application in Mediation 7:50-8:00
Which styles work well together, which styles do not, how a mediator bridges the gaps between each of the styles
Application in Codes of Ethics and in Negotiation 8:00-8:10
Can we and should we impose a single model of negotiation?
The measured negotiator 8:10-8:20
A negotiation pattern that works with all styles.
Group discussion, Questions and Answers 8:20-8:30