Problem Solving Negotiation  David Landis
Definition A negotiation is a trade -”I’ll do Y, if you’ll do X.”
Role #5 - Observer <ul><li>Don’t give away information or reactions – just watch.  </li></ul><ul><li>Watch for exaggeratio...
 
Role #1 <ul><li>Your mother says, “Go to the store.  Bring me an orange.  You come home without an orange and you’ll be in...
 
Role #2 <ul><li>Your mother says, “Go to the store.  Bring me an orange.  You come home without an orange and you’ll be in...
 
Role #3 <ul><li>Your mother says, “Go to the store and bring me an orange.  Family is coming over tomorrow, I’m going to p...
 
Role #4 <ul><li>Your mother says, “Go to the store, bring me an orange.  Family is coming over tomorrow.  I’m going to pee...
3 Characteristics of Negotiation <ul><li>Recurring pattern </li></ul><ul><li>Tension </li></ul><ul><li>Asymmetrical inform...
5 into 2 <ul><li>No division of items </li></ul><ul><li>No side deals </li></ul><ul><li>Must divide all five between you <...
5 into 2  <ul><li>2 tickets, great concert </li></ul><ul><li>Designer jacket </li></ul><ul><li>Glider flight over Grand Ca...
Worker’s Comp Deal Business Labor Dr. Choice Managed Care Indexed Benefits Safety Comm./ Inspectors
Worker’s Comp Deal Business Labor Dr. Choice Yes  Managed Care Yes  Indexed Benefits No  Safety Comm./ Inspectors No
Worker’s Comp Deal Business Labor Dr. Choice Yes  No  Managed Care Yes  No  Indexed Benefits No  Yes  Safety Comm./ Inspec...
Worker’s Comp Deal Business Labor Dr. Choice Yes  1 No  Managed Care Yes  2 No  Indexed Benefits No  3   Yes  Safety Comm....
Worker’s Comp Deal Business Labor Dr. Choice Yes  1 No  3  Managed Care Yes  2 No  4 Indexed Benefits No  3   Yes  1 Safet...
Recurring Pattern:  Negotiation <ul><li>Preparation </li></ul><ul><li>Introduction </li></ul><ul><li>Information exchange ...
Recurring Pattern: Problem Solving <ul><li>Preparation </li></ul><ul><li>Introduction </li></ul><ul><li>Problem identifica...
Tools for Mutual Gain <ul><li>Interests not positions </li></ul><ul><li>Priorities traded across differences </li></ul><ul...
Focus on Interests, Not Positions <ul><li>Interests=underlying motivations </li></ul><ul><ul><li>The answer to “why?” </li...
Invent Options for Mutual Gain <ul><li>Brainstorm method of advancing parties’ interests </li></ul><ul><li>Invent first, t...
Use Objective Criteria <ul><li>Learn marketplace </li></ul><ul><li>Frame dispute as a joint search for fair standards </li...
Being Trustworthy  <ul><li>Say what you mean, mean what you say </li></ul><ul><li>Does not require full disclosure </li></...
Problem Solving Negotiation <ul><li>“ Good luck and good negotiating, </li></ul><ul><li>Dave Landis </li></ul><ul><li>[ema...
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Dave's Negotiations

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Ps neg2

  1. 1. Problem Solving Negotiation David Landis
  2. 2. Definition A negotiation is a trade -”I’ll do Y, if you’ll do X.”
  3. 3. Role #5 - Observer <ul><li>Don’t give away information or reactions – just watch. </li></ul><ul><li>Watch for exaggerations, threats, offers and counter-offers. </li></ul><ul><li>Notice questions particularly. </li></ul>
  4. 5. Role #1 <ul><li>Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.” </li></ul>
  5. 7. Role #2 <ul><li>Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.” </li></ul>
  6. 9. Role #3 <ul><li>Your mother says, “Go to the store and bring me an orange. Family is coming over tomorrow, I’m going to peel the orange and cut up the pulp for a fruit salad. Bring me an orange or you’ll be in trouble.” </li></ul>
  7. 11. Role #4 <ul><li>Your mother says, “Go to the store, bring me an orange. Family is coming over tomorrow. I’m going to peel the orange and grate the peel to flavor some orange bread I’m making. Bring me an orange or you’re in trouble.” </li></ul>
  8. 12. 3 Characteristics of Negotiation <ul><li>Recurring pattern </li></ul><ul><li>Tension </li></ul><ul><li>Asymmetrical information </li></ul>
  9. 13. 5 into 2 <ul><li>No division of items </li></ul><ul><li>No side deals </li></ul><ul><li>Must divide all five between you </li></ul><ul><li>Divide in 2 minutes or get nothing </li></ul><ul><li>Item: </li></ul><ul><ul><li>5 crisp $1,000 bills </li></ul></ul>
  10. 14. 5 into 2 <ul><li>2 tickets, great concert </li></ul><ul><li>Designer jacket </li></ul><ul><li>Glider flight over Grand Canyon </li></ul><ul><li>Elegant, fine French meal for 2 </li></ul><ul><li>Martha Stewart cooks and cleans </li></ul><ul><li>All the same rules </li></ul><ul><li>Items: </li></ul>
  11. 15. Worker’s Comp Deal Business Labor Dr. Choice Managed Care Indexed Benefits Safety Comm./ Inspectors
  12. 16. Worker’s Comp Deal Business Labor Dr. Choice Yes Managed Care Yes Indexed Benefits No Safety Comm./ Inspectors No
  13. 17. Worker’s Comp Deal Business Labor Dr. Choice Yes No Managed Care Yes No Indexed Benefits No Yes Safety Comm./ Inspectors No Yes
  14. 18. Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No Managed Care Yes 2 No Indexed Benefits No 3 Yes Safety Comm./ Inspectors No 4 Yes
  15. 19. Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No 3 Managed Care Yes 2 No 4 Indexed Benefits No 3 Yes 1 Safety Comm./ Inspectors No 4 Yes 2
  16. 20. Recurring Pattern: Negotiation <ul><li>Preparation </li></ul><ul><li>Introduction </li></ul><ul><li>Information exchange </li></ul><ul><li>Offer </li></ul><ul><li>Counter offer </li></ul><ul><li>Settlement </li></ul>
  17. 21. Recurring Pattern: Problem Solving <ul><li>Preparation </li></ul><ul><li>Introduction </li></ul><ul><li>Problem identification </li></ul><ul><li>Solution finding </li></ul><ul><li>Solution selection </li></ul><ul><li>Implementation </li></ul>
  18. 22. Tools for Mutual Gain <ul><li>Interests not positions </li></ul><ul><li>Priorities traded across differences </li></ul><ul><li>Fair process norms </li></ul><ul><li>Objective criteria </li></ul><ul><li>Trust through authentic communication </li></ul>
  19. 23. Focus on Interests, Not Positions <ul><li>Interests=underlying motivations </li></ul><ul><ul><li>The answer to “why?” </li></ul></ul><ul><li>Positions=“yes or no” options </li></ul><ul><ul><li>The answer to “how much?” </li></ul></ul><ul><li>Focusing on interests induces problem solving because they are flexible and create satisfaction. </li></ul>
  20. 24. Invent Options for Mutual Gain <ul><li>Brainstorm method of advancing parties’ interests </li></ul><ul><li>Invent first, then decide </li></ul><ul><li>Link differences, priorities </li></ul><ul><li>Maximize shared interests </li></ul>
  21. 25. Use Objective Criteria <ul><li>Learn marketplace </li></ul><ul><li>Frame dispute as a joint search for fair standards </li></ul><ul><li>Adjust standards for unique circumstances </li></ul><ul><li>Open with an offer you can justify </li></ul>
  22. 26. Being Trustworthy <ul><li>Say what you mean, mean what you say </li></ul><ul><li>Does not require full disclosure </li></ul><ul><li>Worth its weight in gold </li></ul>
  23. 27. Problem Solving Negotiation <ul><li>“ Good luck and good negotiating, </li></ul><ul><li>Dave Landis </li></ul><ul><li>[email_address] </li></ul>

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