Instructor: Melissa Manwaring

Objectives: At the end of this 2-day workshop, the participants will understand some basic elements of integrative negotiation theory, will recognize some key ethical dilemmas in negotiation, and will be able to integrate negotiation concepts and teaching tools into their own courses to provoke ethical inquiry.

Workshop description:

Each of us negotiates every day. You might negotiate with your colleagues about co-authoring an article or the division of labor on a committee; with administrators about university policies or resource requests; with students about grades or assignment deadlines; with a salesperson about the price of the item you'd like to buy; with an elderly parent about their health needs; with a friend about where to have lunch, or your significant other about a joint purchase, or your children about their bedtime. Any time you communicate with someone to solve a problem or make a decision or influence them in some way, you are negotiating. And in many of these negotiations, you encounter ethical dilemmas. What should I do? Is this right? Is this fair? Does it matter?

Ethical dilemmas in negotiation can stem from a number of sources, including competing loyalties, concerns about disclosure, tensions between collaboration and competition, and concerns about procedural and substantive fairness. While there are no easy answers, it can be helpful – both for teachers and their students - to become familiar with some common dilemmas and to understand how a principled negotiation approach can also be highly effective.

Through interactive, hands-on activities, this workshop will explore common ethical dilemmas in negotiation, introduce the principled negotiation approach developed over the past 30 years at the Program on Negotiation at Harvard Law School , and serve as an laboratory for developing teaching approaches that provoke ethical inquiry through negotiation.

Workshop Content:

I. Common ethical dilemmas in negotiation

II. Three schools of negotiation ethics

III. A principled approach to negotiation

Jueves 7 de diciembre

Salón: A6-204 , A6- 205

Theme III : A principled approach to negotiation

Topics:
• Distinctions between distributive and integrative approaches to negotiation
• A framework for integrative negotiation, with a focus on interests, options, legitimacy, and alternatives

Activity:
• Negotiate and debrief Sally Soprano exercise

Theme IV : Provoking ethical inquiry through negotiation

Topics :
• Connecting workshop themes to the classroom

Activity:
• Large-group discussion around participants' (and their students') common negotiations and the ethical questions they may pose