Otium or Negotium ? The thrill of Negotiating Playing hard by negotiating efficiently Folgore Eugenio Pozzolini – The Pozzolini Flying Circus 2009 (parts of this presentation are Copyrights of other authors) The Courage To Do The Impossible Lies In The Hearts of Men 2009 September Beta Release 1.16
This is an Open Source document, hence free . However be kind to contact me at [email_address] before using any part of it.
Folgore Eugenio Pozzolini 2009
(parts of this presentation are Copyrights of other authors)
A thank you to My father, who negotiated his survival during WW 2 as a freedom fighter Mr. Eric Pernette – Head of Industrial Relations ERDF For his effort in discussing this paper, advice and common good sense Roger Fisher , PhD – Harvard Law School William Ury , PhD, co-founder Harvard's Program on Negotiation Director the Global Negotiating Initiative Bruce Patton - Deputy Director Negotiation Project Harvard Negotiation Project authors of GETTING TO YES (Negotiating agreement without giving in) whom I quote extensivley in this course
Objective of the course To get, you, through the understanding of the sequence of actions which will take place in conducting a negotiation and negotiating, to comprehend the meaning, value and effort – as well as skills - required to negotiate The Latin ethymology of the verb to negotiate is : negotiatus , past participle of negotiari to carry on business from the noun negotium , neg ( not) + otium ( leisure) which means in one simple sentence GOOD WORK !
Chapter 1.01 Today’s ethimology of the word/verb negotiate
The construction of the linguistic process and its derivates by analysing the
linguistic and philological root tree.
Where do the word negotiation and the verb to negotiate come from?
What are the variances and derivations of both ?
Where do they lead to?
What other meanings can we attribute to both!?!
If you understand this – in a short lapse of time - I will buy you a
Not simple or easy but in terms of logics necessary , essential
Without it you will not understand where a word/verb come from nor what are
their meaning in context, therefore you may not know what you are talking
about as you will not have a full 100 % mastering of it !
negotiation (noun) the activity or business of negotiating an agreement The Tree: act ; human action ; human activity ╚ activity ╚ negotiation negotiation, ( noun) a discussion intended to produce an agreement The Tree: abstraction FROM ╚ relation ╚ social relation ╚ communication ╚ auditory communication ╚ speech ; speech communication ; spoken communication ; spoken language ; language ; voice communication ; oral communication ╚ discussion ; give-and-take ; word ╚ negotiation, dialogue , talks TO ╚ mediation ╚ horse trading ╚ collective bargaining ╚ bargaining ╚ diplomacy ; diplomatic negotiations ╚ parley
to negociate , negotiate, (verb) The Tree: act ; move FROM ╚ interact ╚ communicate ; intercommunicate ╚ talk ; speak ; utter ; mouth ; verbalize ; verbalise ╚ talk of ; talk about ╚ hash out ; discuss ; talk over ╚ negociate , negotiate, talk terms TO ╚ broker ╚ dicker ; bargain ╚ re- negociate ; renegotiate ╚ intercede ; mediate ; intermediate ; liaise ; arbitrate
My observations and a few thoughts about the use/abuse, misconceptions, misunderstanding on the concept of NEGOTIATION Chapter 1.02
The nefarious habit/influence of the use via internet of Google and Wikipedia and Facebook and Second life and Video games to the extreme has pushed human begins to isolate themselves more and more shielding themselves from the impervious challenges coming from the outside world. Today we experience difficulty in negotiating perhaps because there is a clear lack of interaction between humans based on knowing each other, negotiating our positions, defending our point of view, fighting for our needs and wants, in the end, being able to sort out in a decent manner potential conflicts in the making. I have some doubts about the validity of the 3 Winners scenarios, WWW , because in any given situation there is going to be a larger winner than others. Today’s urban mythology that all is beautiful, that we live in a world of all winners, is pernicious and misleading. Dangerous in the least. World as it was, is and will be, is a world of latent conflicts, problems, issues, which can and should be confronted one on one , person to person, head to head, eye to eye with all the preparation, determination and attention that we can muster and manage.
We can’t run away from negotiating in our every day life
There in no place to hide except returning to your mother’s womb!
I have no pretence of teaching you what is defined - by some - as the Art of Negotiation , because I do not believe that it exists, if not in rare, very rare cases, where we have a Leonardo or a Michelangelo of negotiation in action.
They are as rare as the Mona Lisa in the Louvre or the Pietà in the Vatican.
I firmly believe that we can ALL negotiate because every day we negotiate our life.
What is required are skills, preparation, knowledge and savoir faire (know how). Clicks do not build Bricks . Bricks are built by negotiating with life, not in a pseudo baby-world of « Eldorado » or video game scenarios where war is won at the Microsoft Table in 3 D, no blood spilled, no pain, but always in the end gain. Now, is that conceivable? Gain without pain ? Without negotiation?
Not in the world I belong to !
Thank you for your attention to my lesson
Otium et Negotium a few words of explanation Chapter 1.03
Otium and Negotium were two key concepts for Latin culture, but with a totally opposite value. And meaning. Indeed, while the Negotia ( plural of Negotium) were activities purely performed in order to serve the Senatus Popolusque Romanorum (SPQR) or - in modern terms - the State, Otia (idem) indicated taking time off from public devoted activity, or free time for the free citazin for his private life , privacy or study ( Otium litteraratum ). For a long time Roman Society and Culture favoured the Negotia . This innate idea in Rome was influenced particularly by the typical rural values of the mos maiorum existing, from its origins in, the cives romanus . Otium thus remained only a small diversion/interlude that they allowed themselves from time to time between one Negotiae commitments and another… PS. Someone asked me a few days ago: why Otium and then Negotium ? Slightly embarrassed I realized that unconsciously I had placed, as usual in my mind, the PLAY HARD part before the WORK HARD.
Chapter 1.04 Quotes Definition Example of negotiations postures
So let us begin anew -- remembering on both sides that civility is not a sign of weakness , and sincerity is always subject to proof Let us never negotiate out of fear , but let us never fear to negotiate. JFK - Inauguration speech - 1961 You must exchange with the risk of changing Mr. Eric Pernette –F2F meeting August 2009 The Courage To Do The Impossible Lies In The Hearts of Men. “ Leader” of Master & Commander, the Film
It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better.
The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat. Theodore Roosvelt - La Sorbonne, Paris, April 23, 1910
1.05.04 Winner & Losers. The myth of WinWinWin vs. the reality of WinWinWin
1.05.o1 Qualities of a terrific one-in-class negotiator my definition Preparation Numbers & Facts on the tip of your fingers Make it clear that what you SAY is what you will do Make sure that you will DO is what you said you would Flexibility , always Punch - if and when called for Stepping back, when required
Qualities of a terrific one-in-class negotiator straight from the mouth of a one-in-class negotiator Listening Listening Listening I must admit I was surprised how this coincided with my previous apprentiship in a Masonic Lodge where for the first 3 years I had to listen before beign allowed to talk!
An advise to a future - green & young - negotiator Follow the leader, « carry his bag », enter in the « big boys club » and become part of a negotiation session as a listener
In talking to good professional negotiators I came across the fact that
indeed there are quite a number/types of negotiations possible in the
universe of a Company, depending on the field of business, diverse
activities, opposites, object of the negotiation.
As well as negotiations in your day-to-day life, in politics, war,
between countries, between sharp contrasting interests.
Therefore I will talk to you about…………
1.05.02 Fields,Types and Areas of negotiation Industrial relations with Trade Unions Commercial agreements (buy & sell) Service contracts Partnerships Joint ventures Mergers and Acquisitions A political agreement Your fiancée's hand Your kids demands A bank loan Your salary ! Everything and Anything that is negotiable keeping in mind that Anything & Everything is negotiable
1.05.03 What imperatively you must not bring to the negotiation table
Lack of Integrity
Lack of good faith
False information or data
1.05.04 Winner & Losers. The myth of WWW vs. the reality of small wins, ok wins and large wins There are no two winners in a prize fight, just the one who rolls the best punches There is a winner and a loser : “The Bronx Bull”Jacke Lamotta or “Sugar” Ray Robinson NOT the public, NOT the referee. This even more in a three way negotiation. Therefore please get out of you mind that we are all good, soft, that we love the earth, that we love not to hurt. Because if you don’t get it out of your mind, stiffen up, you will get hurt, badly at times In business there are winners, losers or less winners. But for sure no equals
1.05.04 Winner & Losers. The myth of WinWinWin vs. the reality of WinWinWin Who are the Winners in a business negotiation ?
You are the key & center of your negotiating world.
Be one in class when you negotiate.
Those who dare to dare , sort out inventive SOLUTIONS , are pragmatic and - at the same time - able to act in a non-pragmatic fashion if so called for, contribute brilliant SOLUTIONS , are motivated by the aim of reaching a WinWinWin agreement, create SOLUTIONS , think SOLUTION before the manifestation of the problem, are - in my view & professional experience - valid negotiators.
The first level negotiation process addresses the substance which may concern your salary, the terms of a lease, a price to be paid. The second level negotiation focuses on the procedure for dealing with substance and concerns how you will negotiate the substantive question :
by soft positional bargaining
by hard positional bargaining or by some other method
This second level negotiation is a game about a game - a meta game.
Each move you make within a negotiation is not only a move that deals with rent, salary, or other substantive questions; it also helps structure the rules of the game you are playing. Your move may serve to keep the negotiation within an ongoing mode, or it may constitute a game-changing move
20 percent that produces the 80 percent of all is non negotiable
The 80 percent which produces the 20 if fully negotiable
The tecnique of pre-negotiting the negotiable A small trick you should know before entering the heat of the meeting
60 percent of the total subject of the negotiating agenda & session can be addressed & negotiated before the face-to-face meeting and got out of your way
You can then focus the heart of the matter tough-nut-to-carck 20 percent that is not negotiable which is part the remaining 40 percent, half of which is negotiable in order to give you leeway during the session
If you are so clever to get 60 percent of the remaining 40 percent negotiated without any damage to your side and acceptable by your “opposites” , then
Bingo !!!!!!!!!!!!!!!!!! you got it! The negotiation was a success. No blood spilled!!!!!!
How do you set up a communication & negotiating strategy in order to be sure that the 60 percent of all issues on the table out of the way, deal done before the meeting takes place ?
By working with means, tools, etc available to you or your company or both such as :
Excel Work-sheets and Word Papers
I nstant M essaging Conferences
Web Presentation & Application Sharing Conferences
Presence information [Status, Media availability, (IM & Data, Audio, Video)]
Possibly in a combined Collaborative System
Get the easy part out of the way and prepare a check list.