Getting to yes! Negotiating agreement without giving in Ch 2-4

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Getting to yes!Negotiating agreement without
giving inCh 2-4

• Manda Halter
• Griffin Roark
• Zach Anderson
• Alexandra Tioutiounnik

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Ch. 2Separate the People from the Problem

• Negotiators Are People First
• Types of Interests
• Substance
• Relationship
• Relationship tends to become entangled with
  problems
• Positive bargaining puts relationships and
  substance in conflict

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• Separate the relationship from the substance
  deal directly with the people problem
• Perceptions
• Put yourself in others shoes
• Dont deduce their intentions from your fears
• Dont blame them for your problem
• Discuss each others perceptions
• Look for opportunities to act inconsistently with
  perceptions
• Make other party participate in the process
• Proposals and values should be consistent

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• Emotion
• Understand yours and others emotions
• Make emotions explicit and acknowledge them as
  legitimate
• Allow other side to let off steam
• Dont react to emotional outbursts
• Use symbolic gestures

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• Communication
• Listen actively and acknowledge what is being
  said
• Speak to be understood
• Speak about yourself, not about them
• Speak for a purpose
• Prevention works best
• Build a working relationship
• Face the problem, not the people

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Ch. 3Focus on Interests, Not Positions

• To create creative and wise solutions
• Interests are the desires and concerns that drive
  positions
• Interests define the problem

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How do you identify interests?

• Put yourself in their shoes!
• Ask Why? Ask Why not?
• Realize each side has multiple interests
• Basic human needs are most powerful interests
• Make a List

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Talking about interests

• Make your interests come alive
• Acknowledge their interests
• Put the problem before your answer
• Be hard on problem/soft on people

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Ch. 4Invent Options for Mutual Gain

• Is there a fair way to split the pie?
• Leaving money on the table
• Four Major Obstacles
• Premature Judgment
• Searching for the single answer
• Assumption of a fixed pie
• Thinking that solving their problem is their
  problem

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Premature Judgment

• Problem
• Deciding too quickly
• Solution
• Separate Inventing from Deciding
• Brainstorming with the other side

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Searching for a Single Answer

• Problem
• Allows little room to negotiate
• Solution
• Come up with alternatives
• The Circle Chart

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• The Circle Chart

WHAT IS WRONG
WHAT MIGHT BE DONE
IN THEORY
IN THE REAL WORLD
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Assumption of a Fixed Pie

• Problem
• Mind-set of either I win or you win
• Solution
• Look for Shared Interests
• In every negotiation
• Opportunities
• Makes things smoother

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Solving their Problem is their Problem

• Problem
• We have enough problems on our own, they can
  look after themselves
• Solution
• Put Yourself in their shoes
• Makes their decision easier

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Recommendations

• Focus on the problem not the people
• Concentrate on interests of both parties
• Develop alternatives for mutual gain

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• Questions???