The document discusses different roles and strategies for effective negotiation. It provides examples of negotiations over obtaining an orange from one's mother and dividing up monetary prizes or experiences. It also outlines characteristics of negotiation like recurring patterns, tension, and asymmetric information. Finally, it recommends a problem-solving approach to negotiation that focuses on interests rather than positions, generates options for mutual gain, uses objective criteria, and builds trust.

1. Problem Solving Negotiation David Landis

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

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

5. 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.”

7. 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.”

9. 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.”

11. 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.”

12. 3 Characteristics of Negotiation Recurring pattern Tension Asymmetrical information

13. 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

14. 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:

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

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

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

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

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

20. Recurring Pattern: Negotiation Preparation Introduction Information exchange Offer Counter offer Settlement

21. Recurring Pattern: Problem Solving Preparation Introduction Problem identification Solution finding Solution selection Implementation

22. Tools for Mutual Gain Interests not positions Priorities traded across differences Fair process norms Objective criteria Trust through authentic communication

23. 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.

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

25. 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

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

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