Conflict resolution and principled negotiation. GLEON Fellowship Program August 2013 Workshop. Based on Getting to Yes by Fisher, Ury , and Patton of the Harvard Negotiation Project. Today’s talk and tomorrow’s discussion. Introduce traditional bargaining: positional negotiation
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GLEON Fellowship Program
August 2013 Workshop
Recognize that emotions and egos can become entangled with the problem in negotiations. These can adversely affect your ability to see the other party's position clearly.
Many emotional responses are driven by ‘core concerns’
Explore the true interests underlying the positions of each side, rather than a focus on the superficial positions with which parties come to the table. The initial positions presented may obscure what the parties really want.
Parties set aside time together to generate alternative candidate solutions. The idea is that parties contribute together creatively to generate possibilities for mutual gain (a ‘win-win’ agreement).
This step involves:
People often try to create solutions that narrow the gap between positions, rather than broadening options available
Many of us often assume a ‘fixed sum’ game, assuming very limited potential outcomes
Each side is most concerned with their own immediate interests
Photo credit: Reuters
Use an objective criteria for evaluating the candidate solutions. Options should be consistent with
Know your best alternative to negotiated agreement (BATNA)
Image credit: Sacha Chua http://sachachua.com/blog/wp-content/uploads/2012/03/book-getting-to-yes.png