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Theory-Driven Design of a Negotiation Canvas for Reaching Win-Win Agreements

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Design Science Research for a Resilient Future (DESRIST 2024)

Abstract

In today’s interconnected world, negotiations are essential for navigating the complexities of personal and professional life. Resulting in a “negotiation network”, integrative negotiation strategies are gaining relevance for mutual benefit. However, negotiators often fall short due to inadequate preparation, focusing more on their own negotiation goals than understanding the other party’s priorities and interests. This challenge stems from inadequate preparation which is crucial in the overall negotiation process. A comprehensive preparation empowers negotiators to conduct a stronger and more reflective negotiation and to enable unexpected challenges with more confidence. As a result, negotiators can make informed and strategic decisions. However, an artifact that explicitly addresses the preparation process and prepares inexperienced negotiators in a structured and theoretically founded manner is missing. Therefore, we introduce a theory-driven negotiation canvas to prepare negotiations and reach win-win agreements. The canvas, addressing crucial negotiation elements, offers a structured approach to preparing for an upcoming negotiation. This research contributes to a more comprehensive understanding of negotiation preparation and provides a valuable tool to empower negotiators.

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Notes

  1. 1.

    Detailed Version of the Negotiation Canvas online: https://bit.ly/the-negotiation-canvas.

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Correspondence to Eva-Maria Zahn .

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Appendix A. The Novice Evaluation Task

Appendix A. The Novice Evaluation Task

First, we start the novices’ evaluation by explaining brief background information on the canvas. This included the following information: “The canvas was designed to assist you in preparing for upcoming negotiations and serve as a “cheat sheet” during the negotiation itself. The canvas compromises various elements with accompanying guiding questions. There is no right or wrong way to fill it out, and no specific order must be followed. You can intuitively complete the canvas.” After this short introduction, we explained the task as follows: “Imagine you need to prepare for a salary negotiation in your current profession. If you are paid according to a collective agreement, please imagine that you have the opportunity to move up within your tariff group or switch to an extra-tariff contract. Fill out the canvas intuitively to prepare for this negotiation.” After the novices had filled out the canvas, we asked final questions to get an impression of what they thought about the canvas. So, we asked the novices: “Please briefly answer the following questions after putting yourself in this situation and completing the canvas: How old are you, what gender do you identify with? What is your current profession and how long are you already working in this job? What is your general impression of the canvas? Do you think such a canvas is helpful for preparing for upcoming negotiations and would you use it? Do you have any suggestions for improvement? Anything you want to add?” Finally, we expressed comprehensive gratitude for their participation and the time invested.

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Zahn, EM., Dickhaut, E. (2024). Theory-Driven Design of a Negotiation Canvas for Reaching Win-Win Agreements. In: Mandviwalla, M., Söllner, M., Tuunanen, T. (eds) Design Science Research for a Resilient Future. DESRIST 2024. Lecture Notes in Computer Science, vol 14621. Springer, Cham. https://doi.org/10.1007/978-3-031-61175-9_9

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  • DOI: https://doi.org/10.1007/978-3-031-61175-9_9

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