Getting to Yes in your negotiations. Randy Richards St. Ambrose University Tuesday 5.16, Sessions 4 and 5 12:00 to 1:30 and 2:00 to 3:00. Agenda. The Problem Positions The Method Separate people from problem Focus on interests, not positions Invent options for mutual gain
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St. Ambrose University
Sessions 4 and 5
12:00 to 1:30 and 2:00 to 3:00
Negotiators are people first
Two basic interests: the substance and the relationship
Positional bargaining puts the two in conflict
Deal with relationship as a separate consideration
Invent Options First
Decide which is best
Step III: Approaches
Broad ideas about what to do
Step II: Analysis
Sort symptoms into groups
Barriers to solving
Step I: Problem
Reality vs Desired Future
Step IV: Action Ideas
What specific steps
Cut and choose
Veil of ignorance choices – not knowing your part
Letting a third party decide
Choosing the last best offerDeveloping objective criteria
Criteria need to be independent of each side’s will
Legitimate and practical
Frame each issue as the joint search for objective measures of value, facts, etc.
Reason and be open to reason as to what to accept as appropriate standards
Never yield to pressure, only to principle.
Unless you have good reason to trust someone, don’t trust them.
Check facts, assertions, etc.
Making you think they have power to decide
Asking you to concede but claiming they don’t have power
Before you begin, ask how much authority they have to make the decisions.
Questionable intentions of the other side
Make your doubts public
Negotiate assurances in the agreement
Creating purposely stressful situations
Acknowledge the stressors and ask for some adjustments
Recognize it and call it to their attention
Recognize and call attention to it. Treat as pressure.What if they won’t negotiate fairly?