Negotiation in open source teams

Getting to YES:Negotiation inopen source teams

User Experience Designer . Mozilla

David Eaves@daeaves

tact != ﬂuff

tact != weakness

WARNING:lots of LOLcats ahead

BAD relationshipGOOD outcome

GOOD relationshipBAD outcome

BAD relationship BAD outcome

GOOD relationship GOOD outcome

Exercise

ExercisePair Up

ExercisePair UpObjective:  Get as much money for yourself as possible

ExercisePair Up Rules:Objective:  No talking  Get as much money for  You earn $1 Million each yourself as possible time their hand touches the table (or plane of the table)  10 second time limit

Two Models Assumptions

Two Models Pie is fixed This is a battle Assumptions

Two Models Goal Pie is fixed This is a battle Assumptions

Two Models Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Competitive Claim value Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Actions Competitive Claim value Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Be aggressive Push hard Actions Use force Competitive Claim value Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Results Be aggressive Push hard Actions Use force Competitive Claim value Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Low value outcome Results Be aggressive Push hard Actions Use force Competitive Claim value Strategy Beat them Goal Pie is fixed This is a battle Assumptions

Two Models Low value outcome Results Be aggressive Push hard Actions Use force Competitive Claim value Strategy Beat them Goal Pie can be expanded Pie is fixed This is a battle Assumptions This is a puzzle to solve together

Two Models Low value outcome Results Be aggressive Push hard Actions Use force Competitive Claim value Strategy Maximize total Beat them Goal benefits available Pie can be expanded Pie is fixed This is a battle Assumptions This is a puzzle to solve together

Two Models Low value outcome Results Be aggressive Push hard Actions Use force Collaborative Competitive Claim value Strategy Create value, and claim fairly Maximize total Beat them Goal benefits available Pie can be expanded Pie is fixed This is a battle Assumptions This is a puzzle to solve together

Two Models Low value outcome Results Be aggressive Hard on problem, Push hard Actions respectful of people Use force Look for joint gains Collaborative Competitive Claim value Strategy Create value, and claim fairly Maximize total Beat them Goal benefits available Pie can be expanded Pie is fixed This is a battle Assumptions This is a puzzle to solve together

Two Models Low value High value outcome Results outcome Be aggressive Hard on problem, Push hard Actions respectful of people Use force Look for joint gains Collaborative Competitive Claim value Strategy Create value, and claim fairly Maximize total Beat them Goal benefits available Pie can be expanded Pie is fixed This is a battle Assumptions This is a puzzle to solve together

Common Measures ofSuccess

Common Measures ofSuccessWinning:

Common Measures ofSuccessWinning:Got better result than other party did

Common Measures ofSuccessWinning:Got better result than other party didMade fewer concessions

Common Measures ofSuccessWinning:Got better result than other party didMade fewer concessionsGot as much as possible

Common Measures ofSuccessWinning:Got better result than other party didMade fewer concessionsGot as much as possibleThey look bad

Common Measures ofSuccessWinning:Got better result than other party didMade fewer concessionsGot as much as possibleThey look badThey hurt more

Common Measures ofSuccess

Common Measures ofSuccessNot Losing:

Common Measures ofSuccessNot Losing:Did not get “taken”

Common Measures ofSuccessNot Losing:Did not get “taken”Did not lose face

Common Measures ofSuccessNot Losing:Did not get “taken”Did not lose faceWill not be criticized

Common Measures ofSuccessNot Losing:Did not get “taken”Did not lose faceWill not be criticizedEqually unhappy with outcome

Common Measures ofSuccessNot Losing:Did not get “taken”Did not lose faceWill not be criticizedEqually unhappy with outcomeNo confrontation

8-Element Framework

8-Element FrameworkThe outcome is successful if:

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met Options in the agreement create value for the parties

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met Options in the agreement create value for the parties If relevant, benchmarks are available to demonstrate the fairness of the outcome

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met Options in the agreement create value for the parties If relevant, benchmarks are available to demonstrate the fairness of the outcome The commitment is clear and operational

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met Options in the agreement create value for the parties If relevant, benchmarks are available to demonstrate the fairness of the outcome The commitment is clear and operational Communication among the parties is two-way and clear

8-Element FrameworkThe outcome is successful if: Parties feel the process is efﬁcient and fair The deal (if any) is better than your best alternative The interests and concerns of the parties are well met Options in the agreement create value for the parties If relevant, benchmarks are available to demonstrate the fairness of the outcome The commitment is clear and operational Communication among the parties is two-way and clear The relationship has been maintained or improvedAdapted from The Harvard Negotiation Project

Effective Communication:4 Skills

Effective Communication:4 Skills Inquiry:  Asking questions to learn information

Effective Communication:4 Skills Inquiry:  Asking questions to learn information Paraphrasing:  Summarizing what you think they said

Effective Communication:4 Skills Inquiry:  Asking questions to learn information Paraphrasing:  Summarizing what you think they said Acknowledgement:  Of their view or feelings (without agreeing, per se)

Effective Communication:4 Skills Inquiry:  Asking questions to learn information Paraphrasing:  Summarizing what you think they said Acknowledgement:  Of their view or feelings (without agreeing, per se) Advocacy:  Explaining your point of view

wiki article badness

Differing PerceptionsSome Useful Assumptions

Questions to Consider

Questions to Consider INTERESTS and CONCERNS:  What are our wants, needs, concerns, fears, objectives, and hopes that underlie our position? What are theirs?  What is the priority of these interests and concerns?  How certain are we of theirs?  What third-party concerns should we consider?

Questions to Consider OPTIONS:  What are possible solutions based on our interests and concerns?  Where can we trade options based on differing interests?  What benchmarks can we use to handle conﬂicting interests?  What have others done to solve similar problems?

References• Richard Axelrod: Evolution of Cooperation• Brené Brown, @brenebrown TED talk on vulnerability• David Eaves, @daeaves eaves.ca

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Negotiation in open source teams

by Crystal Beasley

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