Negotiation

Question 0

Separate people from problem

Answer 0

• ability to see situation as other side sees it is imp skill for negotiator- put yourself in their shoes- see things as they do- try on their views
• involve them in the process- give them a stake

Question 1

4 facets of principled negotiation

Answer 1

• separate people from problem
• focus on interests not positions
• generate a variety of options
• insist result is based on objective standard

Question 2

Focus on interests not positions

Answer 2

Your position is something you decided upon; your interests are what caused you to decide
-for every interest there usually exist several possible positions that could satisfy it

Question 3

Identifying interests

Answer 3

Figuring out their interests are just as important as figuring out yours

• ask why?–examine each position they take and ask why?
• ask why not?– what interests of theirs keep them from arriving at ur decision?
• realize each side has mult. interests
• most powerful interests are basic human needs

Question 4

Inventing options

Answer 4

Not a fixed pie- inventing and creativity are key

Dovetailing

Question 5

Looking for mutual gain- dovetailing interests

Answer 5

Invent several options and ask what’s preferable, maybe not acceptable but preferable;
Take that option, rework it, present 2 or more variants and ask again
Look for items that are of low cost to you and high benefit to them

Question 6

Insist on Objective criteria

Answer 6

The more u bring standards of fairness, efficiency, or scientific merit to bear on your problem the more likely you are to produce a package that is wise and fair

Question 7

Reason you negotiate

Answer 7

• To produce something better than result u obtain w/o negotiating
• Proposed agreement must be measured against BATNA

Question 8

BATNA

Answer 8

• consider BATNA
• set tripwire: one far from perfect alternative better than BATNA
• b/f accepting any agreement worse than this, step away for break

Question 9

Making imp decisions

Answer 9

Good negotiator rarely makes imp decision on the spot; comes to table with credible reason for leaving when he wants- but reason should not passivity or inability to decide

Question 10

Dealing with dirty tactics

Answer 10

Recognize it
Raise the issue explicitly
Question its legitimacy and desirability