This document outlines three approaches for dealing with difficult negotiations: principled negotiation, negotiation jujitsu, and one-text mediation. Principled negotiation involves separating people from problems, focusing on interests rather than positions, generating options, and using objective criteria. Negotiation jujitsu recommends not rejecting, defending, or counterattacking the other party, but instead understanding their interests and considering their positions as alternatives. One-text mediation uses a trained mediator to simplify the decision-making process by identifying interests, reducing decisions needed for agreement, and having the parties critique and improve a written list.

1. What if they won’t play?
Yin Shijie and Kristina Still

2. What if the
other
party…
Insists on their position?
Maximizes their own gains?
Attacks your personality?
Homer Hostage Negotiator

3. Outline
Three Approaches:
1. Principled Negotiation
2. Negotiation Jujitsu
3. One-text Mediation Procedure

4. Principled
Negotiation
What can you do

5. Principled Negotiation
• The Principle:
Problem are Problem; People are people
• People: Separate the people from the problem
• Interests: Interests but not positions
• Options: Possible? Alternatives?
• Criteria: Based on objective standards but not
subjective standards
Win-win is not the same as compromise!

7. Negotiation
Jujitsu
What they may do

8. Do not
push back
Rejecting
their
position
Defending your
proposal
Defending
Yourself
Vicious circle

9. Instead
Do not reject
Do not defend
Do not
counterattack

10. Strategy 1
• Consider their position as alternative
• Look for the interest behind
• Think about ways to cooperate
Don’t attack their position, look behind it

11. Strategy 2
• Ask them what’s wrong with it
• Dig their underlying interests in their negative judgments
• Rethink your proposals standing in their view
• Rework your ideas by adding suggestions
 Criticism is not the res light to stop but green light to achieve agreement
Invite criticism and advice

12. Strategy 2
• Ask for advice
• Ask them what they would do if they were in your position
Turn around the position of both parties
Think about the interests and considerations inside their solutions
Invite criticism and advice

13. Strategy 3
• Sit back and let them talk
• Do not defend yourself
• Do not attack them
• Save your energy
• Let them release their angry emotions
Reconsider their attacks

14. Strategy 3
• Listen and show your respectful attitude
• Show your understanding
• Wait until they ended
• Consider the rational part of them
Reconsider their attacks

16. One-text
mediation
Procedure
What a third party can do

17. One-text mediation Procedure
• Trained mediator who
• Focuses on interests, options and criteria
• Can separate people from problem
• Directs the negotiations
• Helps to identify mayor interests
• Reduces the number of decisions required for an agreement
 Simplification of the decision-making process

18. One-text
mediation
Procedure
Ask for
interests/
needs
Recognize
the critical
part
Write it
down
Let parties
criticize it
Improve the
list
Make a list

19. Yes or No

20. Thank you