Negotiation Theory for Geeks

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negotiation theory talk at Akademy 2013 in Bilbao

negotiation theory talk at Akademy 2013 in Bilbao

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  • 1. Negotiation Theory for Geeks How to get what you want with a minimum of misery Lydia Pintscher - @Nightrose Akademy 2013
  • 2. “The projects that have been the most successful ... are good at all sorts of soft skills” - David Eaves
  • 3. We Negotiate All the Time We often don't call it negotiating For more, see We often assume that all talk that does not fall into the light quadrant is going to be difficult.... Which contributes greatly to making it difficult. Interest Highly Aligned Relationship Poor Interest Poorly Aligned Relationship Poor Interest Poorly Aligned Relationship Good Interest Highly Aligned Relationship Good Interests Relationship
  • 4. How to Negotiate This topic can fill several volumes. Fortunately, they already exist!
  • 5. Negotiations in FOSS Projects a.k.a. Why We're All Here Today ● Addressing personal grievances ● Mailing list discussions ● Patch reviews ● Bug triage ● Roadmap creation / feature prioritization ● ...
  • 6. Negotiation: The Basics Positions vs. Interests Focusing on positions instead of on interests precludes finding a more optimal outcome
  • 7. Negotiation: The Basics Active Listening ● Actively listen to the other party ● Ask clarifying questions ● Summarize to assure you understand ● Find common ground and move forward If you're not actively listening, it shows ....
  • 8. Negotiation: The Basics Independent Standards Try to find one (or more!) independent standard and lead your discussion around this.
  • 9. 7. Limited destructive blows 8. Fragmentation 9. Together into the abyss 4. Images and coalitions 5. Loss of face 6. Strategies of threads Negotiation: The Basics Stages of conflict escalation (by Glasl) 1. Hardening 2. Debates and Polemics 3. Action, not words!
  • 10. The Two Most Important Negotiation Tips TALK! CARE!
  • 11. Questions? Lydia Pintscher @nightrose