Neogociación tecnologica

8/6/2019 Neogociacin tecnologica

1/12

McDonaldization andConstructive Conflict:

Negotiation Amidst Systemic andTechnological Advancements

Gaylen D. Paulson

Management Department

McCombs School of Business

University of Texas at Austin

2006, Gaylen D. Paulson & Trexler Proffitt

[email protected]

Trexler Proffitt

Business, Organizations and Society

Franklin & Marshall College

[email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]


2/12

Technology and Negotiation

KEY QUESTION WE EXPLORE:

How does (and has) technology change ourapproach to the negotiation process??

NOT about GDSS or Reverse Auctions Rather, how does technology affect

negotiability??

What does this mean for our opportunity toseek tailored products, services, andpricing??



3/12

Technology and Negotiation

Working Assumptions:

Business is about Building Shareholder Value Shareholder Value is enhanced by increasing

profitability, raising revenues, decreasing costs (the

latter yielding a greater impact on ROI) Pursuing efficiencies becomes foundational

Organizations will attempt to rationalize

efficiencies extending, systematizing BUT allowances must be made for deviations from

the system



4/12

Technology and Negotiation:

Some History



5/12


Some History

John Wanamaker department store ownerreportedly invented the price tag

Early consumer transactions originally based upon haggling

BUT, Wanamaker sees the One Price method as more just, fair

Haggling = Procedural Justice One Price = Distributive Justice



6/12


Organizational Dilemma Distributive Justice Optimized outcomes

Procedural Justice Freedom and Voice

Systematizing an efficient process (e.g., One

Price) limits freedom and voice, removes abilityto negotiate

Who cares?? May make a huge difference incertain contexts, or with certain kinds of productsor services



7/12


Organizational Dilemma Organizational Questions

When will people demand the ability to negotiate??

Can we affect these demands??

Customer Questions

When can I negotiate?? Can I affect the organization, make them willing to negotiate with

me??

Significance: Misperceptions here yields economic andsocial problems dissatisfaction, perceived injustice,lost customers, unnecessary expenditures



8/12


McDonaldization Attempting to understanding individuals

perceptions of negotiability (demands forfair and customized process)

Sociologists have examinedbureaucracies, and developments there

Max Weber & Rationalization

George Ritzer & McDonaldization



9/12


McDonaldization Principles of McDonaldization:

Efficiency drive toward minimum cost and effort,

maximum effectiveness

Calculability quantification and measurement of allaspects of a process

Predictability eliminating uncertainties and variability

Control via Non-Human Technology systemization,maximizing capture of system, removing unpredictablehuman element

Not ABOUT McDonalds per se, but EPITOMIZED in theirprocesses



10/12


Implications for NegotiatorsTechnology Principle of Involving Decision Makers

Efficiency Principle of Uniqueness

Calculability Principle of Tangible Costs & Benefits

Predictability Principle of Offering Certainty

All offer the negotiator OPPORTUNITY



11/12


Implications for Organizations Efficiencies via Regular System

Refinements Extending Capture Anticipating Conflict, Adapting in Advance

Turning Unique Cases into SystematizedNegotiations Efficient handling of unique options

Negotiation as an Organizational Competency



12/12


Conclusions Initial, theory-based exploration of the opportunity to

negotiate

Decision to negotiate not simply personality-based, butmay be an organizational question, with bases in

technological improvements

Understanding the factors that drive bureaucracies can

help us to maximize our outcomes, either from anorganizational or an individual perspective


Neogociación tecnologica

Documents

Transcript of Neogociación tecnologica