Analysis 1. Diagnose the situation 6. Options already presented 2. Gather information 7. Suggested criteria 3. Organize it 4. Think about it 5. Consider the people problem a. Hostile emotions b. Unclear communications c. Your interests d. Their interests
Separating the People from the Problem People see the world from their own personal vantage point, and they frequently confuse their perception with reality. Routinely, they fail to interpret what you say in the way you intend and do not mean what you understand them to say. -Getting to YES
Useful image: imagine yourself standing on a balcony looking down on your negotiations. Metaphor for a mental attitude of detachment. Going to the balcony means distancing yourself from your natural impulses and emotions
Definition of Saving Face: Short-hand for people’s self-worth, their dignity, their sense of honor, their wish to act consistently with their principles and past statements, plus, of course, their desire to look good to to others.
There is a man who left 17 camels to his 3 sons. He left half the camels to his eldest son, a third to his middle son, and a ninth to his youngest. The 3 set up to dividing up their inheritance but soon despaired of their ability to negotiate a solution-because 17 could not be divided by 2 or 3 or 9. The sons approached you to help solve their problem. So here’s your task: help the sons solve their inheritance dilemma.
One final hint: you’re in the desert, so everyone has camels.
After pondering the problem, give the sons one of your camels. So the sons had eighteen camels. The eldest son took half-that was nine. The middle son took his third-that was six. And the youngest son took his ninth-that was two. 9 and 6 and 2 made 17. They had one camel left over. They gave it back to you.