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Getting To Yes - Negotiating Agreement Without Giving In

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Getting To Yes - Negotiating Agreement Without Giving In

  1. 1. Getting to Yes: Negotiating Agreement Without Giving In
  2. 2. Harvard Negotiation Project Began in 1983  In conjunction  with MIT and Tufts Negotiation art  and a science
  3. 3. Getting to Yes Authors Roger Fisher Bruce Patton William Ury
  4. 4. Getting to Yes Dilemma: people see two ways to negotiate 1. Soft 2. Hard Soft: avoid conflict, make concessions  Often end up exploited and feeling bitter  Hard: sees any situation as a contest of  wills Exhausts people and resources and harms  relationships
  5. 5. Getting to Yes Being nice is no answer In soft negotiations: yield as necessary  to avoid conflict (e.g. WWII)  B/t friends and family, it tends to be  efficient as it produces results quickly But it does not ensure a wise agreement 
  6. 6. Getting to Yes Third way to negotiate: both hard and  soft Principled Negotiation: decides issues on their  Merits Look for mutual gains wherever possible.  Where interests conflict, insist that  results be based on some fair and independent standards.
  7. 7. Getting to Yes Arguing over positions produces unwise agreements Negotiators lock themselves into  positions which they must defend The more you defend, the harder it is to  change a position Position now involves ego and saving  face
  8. 8. Getting to Yes Arguing over positions endangers an ongoing relationship Strains and sometimes shatters  relationships One ego always ends up bruised 
  9. 9. Principled Negotiation 4 Basic Points: People: separate the people from the  problem Interests: focus on interests, not  positions Options: generate a variety of  possibilities before deciding what to do Criteria: insists that the results be  based on some objective standard
  10. 10. Principled Negotiation People: separate the people from the problem Emotions cloud objective merits  Egos become identified with  positions Create Cognitive Dissonance 
  11. 11. Principled Negotiation Interests Focus on interests, not positions  A position may obscure what you really  want Ask Why? Ask Why not?  Ex: talks on nuclear testing breakdown  over number of inspections
  12. 12. Miscommunication Lessee: “I always pay the rent  whenever she asks for it.” Lessor: “He never pays the rent  until I ask for it.”
  13. 13. Fear of Uncertainty People fear what the other side  intends to do! quot;They met in a bar, where he  offered her a ride home. He took her down unfamiliar streets. He said it was a shortcut……
  14. 14. Try To Understand You might say, quot;You have a strong  case. Let me see if I can explain it. Here's the way it strikes me....quot; Understanding is not agreeing!  Problem before Answer 
  15. 15. Money Phrases quot;Please correct me if I'm  wrong…quot; quot;Could I ask you a few  questions to see whether my facts are right?“ quot;What's the principle behind  your action?quot;
  16. 16. Principled Negotiation Options: generate a variety of possibilities before deciding what to do Searching for the one right solution  inhibits creativity example: argument over an orange 
  17. 17. Principled Negotiation Criteria: insists that the results be based on some objective standard Ex: market value, expert opinion,  custom, precedence or law both parties can defer to a fair  solution without giving in to each other
  18. 18. BATNA Best Alternative To Negotiated  Agreement Always keep in mind  Be careful about disclosing! 
  19. 19. The one-text procedure A mediator asks about interests  instead of positions. Asks “why?” First, she tries to learn all she can  about the needs and interests. Explores the possibility of a  recommendation Involves preparing drafts and  asking for criticisms.
  20. 20. Common Tricks Dubious Intentions  Incorporate compliance feature  Manipulate Physical Environment  Small Chair, Hot, Sun  Personal Attack  No eye contact, disguised insult 
  21. 21. Tom Insurance Agent
  22. 22. Conclusion You knew all of this already!  Only Learn by Practice  Forget “Winning” 
  23. 23. Getting to Yes Make the most of your potential power. Let us never negotiate out of fear. But let us never fear to negotiate. -John F. Kennedy

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