problem solving strategies principled negotiations
Download
Skip this Video
Download Presentation
Problem Solving Strategies: Principled Negotiations

Loading in 2 Seconds...

play fullscreen
1 / 16

Problem Solving Strategies: Principled Negotiations - PowerPoint PPT Presentation


  • 120 Views
  • Uploaded on

Problem Solving Strategies: Principled Negotiations. Anatomy of a Conflict: A Framework for Analysis. Problems of Compromise. Claim Value Create Value Effectiveness Range

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' Problem Solving Strategies: Principled Negotiations' - duncan-jackson


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
slide4

Problems of Compromise

Claim Value Create Value

Effectiveness Range

Competitive Moves Cooperative Moves

Divide Pie - Distribution Expand Pie - Joint Gains

negotiation strategies
Negotiation Strategies
  • Hard
  • Soft
  • Principled
getting to yes fisher and ury
Getting to Yes (Fisher and Ury)
  • Criteria
    • Wise agreement (meets legitimate interests of both sides, resolves conflicting interests fairly, is durable, takes community interests into account)
    • Efficient
    • Improve relationship
method
Method
  • Separate the people from the problem
  • Focus on interests, not positions
  • Generate a variety of possibilities before deciding what to do/invent options for mutual gains
  • Insist the result be based on some objective standard
separate the people
Separate the people . . .
  • Exploring perceptions/ step into their shoes
slide9
Position - Predetermined solution.“What” you want
  • Interest - Your desires, needs, and concerns, underlying position.“Why” you want your solution
interests
Interests
  • Based on . . .
    • human need
slide11

Principles

Process

Results

Use differences as a natural resource

Separate people from the problem

Good agreements

Good relations

Attack Problems

Raise Discover Generate Test Against Develop

Issues Interests Options Standards Agreements

Respect People

Emotions

Communication

Understanding

Source: Adapted from Tomas Dunne. Center for Conflict Management. Internal Revenue Service.

slide12

Selecting and Clarifying Issues

  • Gain agreement on what the issue(s) are
  • Gain agreement on the sequence in which they will be addressed
  • Identify data that needs to be considered to make high quality decisions

Source: Fisher, Roger and Ury, William (1981). Getting to Yes: Negotiating Agreement

Without Giving In. New York: Penguin Books.

eliciting interests
Eliciting interests
  • Technique 1: Reflective Listening
  • “You’re concerned about . . .?”
  • Technique 2: Chunking
  • “If you were able to have your position,
  • what benefits would accrue, what
  • difference would it make, what would
  • having it do for you . . .?”
  • WHY?
slide14

Expand the pie

  • Invent before you decide
  • Brainstorm all possible solutions
slide15

Test Options Against Standards or Objective Criteria

  • Fairness
  • Workability
  • Affordability
  • Acceptability

Examples:

batna
BATNA
  • Best alternative to a negotiated agreement
ad