The document discusses various strategies and techniques for effective negotiation, including: 1) There are two main strategy options when negotiating - seeking advantage or seeking joint gain. Seeking joint gain aims to expand opportunities for both parties and build relationships over time. 2) Characteristics of successful negotiations include having a recurring pattern, creating tension between parties, and dealing with asymmetrical information between the parties. 3) Effective negotiation techniques include separating the people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria.

1. Problem Solving Negotiation David Landis Director, Urban Development Lincoln, NE

2. Definition A negotiation is a trade -”I’ll do Y, if you’ll do X.”

3. Auction Rules Real money is exchanged No bid more than 10 cents Bids divisible by 5 No talking but bidding High bid pays and gets item, second high bid pays and does not get item.

4. Two Strategy Options Seeking Advantage Seeking Joint Gain

5. Advantage Seeking Good short term results Hard to exploit Relatively easy to do

6. Advantage Seeking Hard on relationships Misses joint gain Breeds reciprocity

7. Joint Gain Seeking Expands the pie Benefits grow over time Builds relationships

8. Joint Gain Seeking Risks exploitation Takes more time and preparation Requires skill to be effective

9. Taming the Advantage Seeker Align your incentives Cooperation on terms is reciprocal, not individual Lift the horizon Develop “walk away” alternative

10. Trust: A two-sided coin: trusting, being trusted A shared problem Some assume trustworthiness Some assume untrustworthiness

11. Being Trustworthy Say what you mean, mean what you say Does not require full disclosure Worth its weight in gold

12. Trusting Operate independent of trust Reciprocal consequences

13. 3 Characteristics of Negotiation Recurring pattern Tension Asymmetrical information

14. Role #5 - Observer Don’t give away information or reactions – just watch. Watch for exaggerations, threats, offers and counter-offers. Notice questions particularly.

16. Role #1 Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.”

18. Role #2 Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.”

20. Role #3 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.”

22. Role #4 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.”

23. 5 into 2 No division of items No side deals Must divide all five between you Divide in 2 minutes or get nothing Item: -5 crisp $ 1,000 bills

24. 5 into 2 2 tickets, great concert Designer jacket Glider flight over Grand Canyon Elegant, fine French meal for 2 Martha Stewart cooks and cleans All the same rules Items:

25. Worker’s Comp Deal Business Labor Dr. Choice Managed Care Indexed Benefits Safety Comm./ Inspectors

26. Worker’s Comp Deal Business Labor Dr. Choice Yes Managed Care Yes Indexed Benefits No Safety Comm./ Inspectors No

27. Worker’s Comp Deal Business Labor Dr. Choice Yes No Managed Care Yes No Indexed Benefits No Yes Safety Comm./ Inspectors No Yes

28. 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

29. 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

30. Tools for Mutual Gain Interests before positions Priorities traded across differences Fair process norms Objective criteria Trust through authentic communication

31. Use Objective Criteria Learn marketplace Frame dispute as a joint search for fair standards Adjust standards for unique circumstances Open with an offer you can justify

32. Focus on Interests, Not Positions Interests=underlying motivations The answer to “why?” Positions=“yes or no” options The answer to “how much?” Focusing on interests induces problem solving because they are flexible and create satisfaction.

33. Invent Options for Mutual Gain Brainstorm method of advancing parties’ interests Invent first, then decide Link differences, priorities Maximize shared interests

34. Separate People from the Problem Be unconditionally cooperative on process Good listening Fair characterizations Symbolic gestures

35. Separate Problem from the People Be firm on fair outcomes Trade cooperation Reason, be open to reason Results need a fair, reasonable basis

36. Problem Solving Negotiation “ Good luck and good negotiating, Dave Landis [email_address]