Workshop Mutual Gains Approach
Marjolein Stamsnijder, Nirov
27 oktober 2010
Succesfull negotiation
1. Good outcome -- for all parties
• interests met
• Seen as fair
2. Efficiently reached
• time not...
Conventional wisdom
on negotiaton
• Bid high
• Trade concessions for
concessions-grudgingly
• Do not reveal anything – ‘po...
Erodes trust:
• You make yourself a liar from the beginning;
what you say you need isn’t what you actually
need
Undermines...
Assumptions behind the
conventional wisdom
Win/Lose - Zero-sum situation:
Their gain is my loss
The size of the pie is fix...
BATNA
Five key principles
Know your BATNA (Best Alternative to a
Negotiated Agreement)
Focus on Interests, not Positions
I...
What’s a BATNA?
• BATNA: Best Alternative to a Negotiated Agreement
• Best alternative action you are able to pursue away ...
Use Your BATNA
• Analyze your BATNA
• Improve your BATNA
• Don’t blab your BATNA
• Analyze their BATNA
• Help them reality...
Focus on Interests,
Not Positions
Position = What you want
Interest = Why you want it
• In preparation, analyze your inter...
How to Explore Interests?
Ask and be ready to answer:
• “What are the key things you need from an
agreement?”
• “Why is th...
Invent Options For
Mutual Gains
Conventional Wisdom:
– Trade positions, not information
– Assume you’re only dividing the ...
Use Objective Criteria
Problem: How to choose among options?
Risk: Revert to positional bargaining
Strategy: Find mutually...
Getting to Criteria
• Ask Questions:
• How did you arrive at that?
• What is the theory behind this?
• What makes that fai...
Build Relationships Along
with Agreement
• Be trustworthy: say what you mean and
mean what you say
• Recognize legitimacy ...
Exercise:
Getting to know each others interests
instead of positions
Groups of three people
1. ask for interest
2. give an...
-What did you see and hear?
-How was it to do this?
-Dit you get to intrests?
Evaluation
• Thank you for your attention
SISCo Study Tour Mutual Gains Approach 27 10-10
SISCo Study Tour Mutual Gains Approach 27 10-10
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SISCo Study Tour Mutual Gains Approach 27 10-10

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SISCo Study Tour Mutual Gains Approach 27 10-10

  1. 1. Workshop Mutual Gains Approach Marjolein Stamsnijder, Nirov 27 oktober 2010
  2. 2. Succesfull negotiation 1. Good outcome -- for all parties • interests met • Seen as fair 2. Efficiently reached • time not wasted • nothing left on table 3. Amicably ended • relationship enhanced • future dealings easier
  3. 3. Conventional wisdom on negotiaton • Bid high • Trade concessions for concessions-grudgingly • Do not reveal anything – ‘pokerface’ • Show no empathy - undermine the legitimacy of their claims • Dirty tricks - undermine them psychologically
  4. 4. Erodes trust: • You make yourself a liar from the beginning; what you say you need isn’t what you actually need Undermines accuracy of information (on both sides): • Hoard information instead of sharing it • Attempt to devalue and undermine the other side’s information Problems with this appraoch
  5. 5. Assumptions behind the conventional wisdom Win/Lose - Zero-sum situation: Their gain is my loss The size of the pie is fixed Negotiation is a test of will - this model applies (maybe) to: Strangers People you hope never to see again
  6. 6. BATNA Five key principles Know your BATNA (Best Alternative to a Negotiated Agreement) Focus on Interests, not Positions Invent Options for Mutual Gains Use Objective Criteria Build Relationships Along with Agreements
  7. 7. What’s a BATNA? • BATNA: Best Alternative to a Negotiated Agreement • Best alternative action you are able to pursue away from the table • When you know your BATNA, you know the minimum you should accept at the table
  8. 8. Use Your BATNA • Analyze your BATNA • Improve your BATNA • Don’t blab your BATNA • Analyze their BATNA • Help them reality-check their BATNA
  9. 9. Focus on Interests, Not Positions Position = What you want Interest = Why you want it • In preparation, analyze your interests, and theirs • At the table, explain your interests • Ask questions & listen to discover their interests
  10. 10. How to Explore Interests? Ask and be ready to answer: • “What are the key things you need from an agreement?” • “Why is that important to you?” • “Is it really something else that concerns you?” • “Would we be moving in the right direction if...?”
  11. 11. Invent Options For Mutual Gains Conventional Wisdom: – Trade positions, not information – Assume you’re only dividing the pie Mutual Gains Approach: – Explore interests on both sides – Suspend criticism – Invent without committing – Generate options and packages that “make the pie larger” – Use a neutral party to exchange ideas
  12. 12. Use Objective Criteria Problem: How to choose among options? Risk: Revert to positional bargaining Strategy: Find mutually acceptable criteria or procedures: • Cost effectiveness • Reciprocity • Equal treatment • Implement ability • Market value • Precedent • Risk • Advice of respected or expert third party
  13. 13. Getting to Criteria • Ask Questions: • How did you arrive at that? • What is the theory behind this? • What makes that fair? • How are others (people, organizations) handling this problem? • Maintain creative mode • Behave to build trust
  14. 14. Build Relationships Along with Agreement • Be trustworthy: say what you mean and mean what you say • Recognize legitimacy of their interests • Balance empathy and assertiveness • Address difficult behavior, don’t escalate it • Recognize that to “separate the people from the problem” you may have to deal with: history, perceptions, emotions, communication • Knowing your BATNA is your protection
  15. 15. Exercise: Getting to know each others interests instead of positions Groups of three people 1. ask for interest 2. give answers 3. observe Switch after 10 minutes
  16. 16. -What did you see and hear? -How was it to do this? -Dit you get to intrests? Evaluation
  17. 17. • Thank you for your attention
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