Movie Analysis-Conflict and negotiation
Sugandha
Movieanalysisframework.pptxNegotiation and conflict resolution
Analysing a negotiation
Rev. 2019
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Goals of the Negotiation analysis
Understand the problem, the context and the stakeholders : what are we dealing with? What is the main problem? Who has a stake in the situation?
Identify goals and importance of process versus outcome: what do the stakeholders want to reach in that situation?
Identify the influencing factors (human, situational, cultural, power, ethics…): what are the specific influencing elements/factors we need to consider/integrate ? (to insure fit of decision with constraints and situation)
Identify what has been done so far: the tone (which communication, which atmosphere…) : where do we start from ? (no ideal situation, reality constraints, perception and assumptions, strategies)
Develop or analyze a/the strategy consistent with goals and situation (realistic with resources)
What is doable now? How is it going to reach the goals of the constituents? What strategy / tactics would you suggest and why
Or : Assess effectiveness of the strategy and tactics employed – discuss the consequences / the adequacy / the “fit” with goals
No perfect solution – but different options or routes
Seek integration of course material and consistency of approach
Support your findings and suggestions
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Organic approach to the analysis
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Intro : Understand the problem
Problem = gap between Ideal VS actual situation
What you have is not what you want
Identify the perceived gap for each party
Is there a potential for negotiation?
Problem to solve?
Conflict?
Value to create?
Resources to share?
Is there interdependency?
Do they need one another?
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1-Who are the Stakeholders?
Who is involved here? Concerned ? Potentially impacted?
Primary / secondary stakeholders
What are their roles, titles, function?
What are their concerns? (fears?)
What is at stake for them?
Commodities / Principles / Territory / Relationship
What is their position ?
What are their needs? Interests?
Do they have shared interests?
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2 - “Human Factors”
Personality
Emotions
Perception / framing
Stress
Conclusion: SWOT :
What is helping? What is not?
What kind of influence?
What can be done?
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3- Situational factors
What is the context ?
When? Where?
History of relations?
PESTEL analysis – environment analysis
What is the climate, the atmosphere?
Cultural components
Conclusion: SWOT
What is helping? What is not?
What kind of influence?
What can be done?
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4- What are the issues?
What is negotiable?
What are the items that can be added in the bargaining mix?
Tangible
Intangible
Outcome vs process perspective
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4 – Issues …Options
What can we do? What can they do?
What are the targets? Resistance points (minimum or maximum we can agree to)
What are the alternatives if do not agree within our bargaining range?
Which is the best one for us? For them?
Which is the worst one?
Short – Long term perspective
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5: Power and influence
Who has what kind of power?
Why?
Do they use them?
Consequences?
What type if influence is used? Persuasion style?
What potential of influence ? (leverage, network…)
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6- Communication
What is the communication style used?
Assertive? Aggressive? Passive?
Level of listening?
Level of empathy?
Moves and Turns?
S-T-L-C ?
Consequences?
How does it influence the type of strategy that can be implemented?
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7 - Strategies and tactics
Which strategy is observed so far ? Distributive? Integrative?
Kind of tactics? Is it consistent?
Which stage are they at?
What kind of preparation?
How has it evolved? Stages? Phases? Offers and counteroffers?
What is the tone?
Consequences?
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8 - Ethical components
What are the ethical components here?
What is questionable?
Is there a clear choice between Good and Bad?
Is it a complex choice between 2 “not ideal” solutions?
Which guidelines to use?
Power? Right? Interests?
Which school of ethics are they following? Why?
Consequences?
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9 Critical analysis conclusion
Discuss your overall analysis of the negotiation
Reflection on the overall process, integration of strategies and tactics
Critical assessment of the plan, implementation and outcome/efficacy
Anticipation of future implications
Recommendations / conclusion
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Negotiation Analysis - Guidelines and Evaluation criteria
IntroductionDefine the problem / the situation (gap) / The context and potential5
ANALYSIS
PART 1Stakeholders10
Who is involved / concerned
What are their role ? titles ?
Needs ? concerns ? at stake ?
What are their interests ? their positions ?
PART 2Human factors 10
Personalities / Emotions / Gender
Stress / Perception
Conclusion on human factors
PART 3Situational factors10
Cultural components
Climate / Context / Environment
Conclusion on situational factors
PART 4What is negotiable?
Range / List of Options on the issues? / BATNA / Tangible and intangibles
issues/items / bargaining mix
PART 5
Influence
Who has / where is power? What kind? What source? What style of
persuasion / influence ?
10
PART 6Communication
Style- Assertiveness – STLC - Listening, blockers…
PART 7Strategies and processes 10
Level of preparation, Phases & evolution of observed strategies
Tactics used and tone.
PART 8
Ethic (school of ethics - ethical components)10
PART 9CRITICAL ANALYSIS /OR SUGGESTED ACTION PLAN15
Reflection on the overall process, integration of strategies and tactics
Critical assessement of plan, implementation and outcome/efficacy
Anticipation of future implications
Recommendations / conclusion
Bonus for Report Clarity & Structure, logic, completeness, quality…5
OVERALL EVALUATION /100
10
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