Chapter 9, 10, 11

Chapter 9

Structure

• How much authority
• How much information
• Would disclosure of decision maker influence nature of agreement
• How much potential does this person have regarding potential options
• 
  

Norms and Values

Relationship

Communication

• Focusing on common interest
• Acknowledging the other party's perspective
• Developing teflon personality
• Focusing on positive aspects
• Other reasons for situational dynamics
• Expanding range of normality
• Resist previlged discourse and promote harmonic discourse

Interdependence

Power

Chapter 10

Structure

• People with information
• Representatives
• Parties
• Public

Norms and Values

• Explain and clarify information as it is shared
• Build relationship
• Listen without interruption
• Acknowledge the hearing and understanding of information
• Promote language that demonstrates mutual respect
• Full disclosure of information early
• View conflict as mutual problem

Relationship

• Involve stakeholders early
• Provide early response
• Involve stakeholders in shaping agenda
• Opportunity for non participating stakeholders to express opinion
• Common ground - stakeholder solution, government protocols and decision making needs

Communication

Interdependence

Power

Community Negotiation Process

• Prenegotiation
• Select representatives from interest groups
• Decide whether a third party necessary
• Establish time, location and duration of meetings
• Assemble background material
• First phase
• Establish purpose
• Introduce participants
• Agree on roles
• Establish objective
• Propose, discuss and agree on agenda
• Discuss and agree on ground rules
• Agree on the method by which decisions will be made
• Second phase
• Identify issues that generated need for negotiation
• Discuss interests that each party considers important
• Create task groups
• Generate options for achieving desired results
• Establish criteria for measuring the appropriateness, desirability, and acceptability of options
• Apply criteria
• Discuss implementation procedure
• Create monitoring system
• Third phase
• Draft agreement
• Reach final agreement

Chapter 11

Structure

• Low Context
• Conflict resolved in private
• Settlements devoid of ritual
• Avoid dispute resolution in favor of court settlement
• Face to face preferred
• Resolution defined by individuals involved
• High Context
• Method of resolution defined by group or culture
• Conflict may be resolved in private, made public before discussion
• Emphasize preventive measures
• Settlements accompanied by rituals
• Dispute resolution through intermediaries preferred
• Regarded as failure when court resolution required

Norms and Values

• Collective vs Individualistic

Relationship

Communication

• Body language
• Chronemics

Interdependence

Power

• Power distance