3945668
Getting to yes
- BATNA
- Select your best alternative
- walk away alternative
- consider oponents batna
- consider oponents batna
- walk away alternative
- measure of success of a
negotiation
- Select your best alternative
- Negotiation
- Hard
- struggles
- struggles
- Soft
- avoid conflicts
- avoid conflicts
- Hard
- separate the people from the problem
- Be soft on the people, hard on the problem
- People problems: emotions, perception and communication.
- Put yourself in
their shoes.
- TURN A FACE TO FACE
CONFRONTATION INTO SIDE BY
SIDE PROBLEM SOLVING.
- to solve communication problems
- talk with a purpose
- talk about yourself, not others
- active listening
- talk with a purpose
- Put yourself in
their shoes.
- People problems: emotions, perception and communication.
- Be soft on the people, hard on the problem
- Interests
- -Underlying motivations (lead you to take
positions)
- Things you want to say
- To find out other persons interest:
- -Asking why? Questions and
why not?
- Look behind positions for
underlying interests
- -Asking why? Questions and
why not?
- terms
- Conditions
- demands
- To find out other persons interest:
- Needs and concerns
- Fears and
aspirations
- most powerful: human needs
- Things you want to say
- -Underlying motivations (lead you to take
positions)
- options
- Very important to
brainstorm ideas:
- No criticism
- No commitment
- Do not evaluate during brainstorming
- No criticism
- is not a
commitment
- possible agreement or
part of one
- not give in to pressure, just principles
- Very important to
brainstorm ideas:
- Standards
- resolve conflicting interests
- independent standards
- market value
- precedent
- industry practice
- both parties, fair agreement
- market value
- independent standards
- fairly treated
- used as
- sword
- shield
- sword
- resolve conflicting interests
- obstacles for the creation of options
- prejudging
- only one answer
- pie of only one size
- afraid to reveal information
- lack of imagination, a lot of criticism
- prejudging
- communication problems
- misunderstanding
- don't putting attention to the other
- not comprenhending the other one
- misunderstanding
- opponent more powerful
- take advantage of every agreement
- don't allow a negotiation that we would reject
- take advantage of every agreement
- doesn't follow the game
- jiu jitsu
- adopt a position that focuses on what
the other part can do
- adopt a position that focuses on what
the other part can do
- jiu jitsu
- focus on interests not positions for solving problems
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