Negotiation

March 13

Principled Negotiation

PowerPoint Summary of:Key Negotiation Concepts

7 princip

les

7 Principles of “Principled Negotiation” – Getting to Yes

1. Separate the People from the Problem2. Attend to Communication Issues3. Focus on interests, not positions4. Generate options for mutual gain (win-win)5. Apply Objective Criteria6. Compare with your BATNA7. Work with fair and realistic committments

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

Separate the People from the Problem3 kinds of “people problems” are common

Differences in perception (assuming the other side sees it like you do)

Blaming the other, ignoring your own contribution to the situation

Emotions (letting them run wild, or surpressing them- yours and theirs!)

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

How do you avoid these problems?

You should already know!!!

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

2. Attend to the communication issuesa. Avoid escalatory language (e.g. 4

horsemen)b. Active Listenc. Use I-messages, d. Describing the gape. 3 part messaging

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

3. Focus on Interests, not PositionsPositions: Simple statements about what you want. No reasons, no subtlety, no justification. Just a demand:

I want the orange!

Interests: The reasons underlying the position

—what you really want or need

—the answer to the question WHY. I need the rind to bake a cake.

I'm hungry. I want to eat the orange.

Interest-based Strategy

Considers alternative routes to the goal.

Positional Political Framing

DEM REP

Abortion YES “Choice” NO “Life”

Gay Marriage YES NO

Taxes HIGHER LOWER

Social Program HIGHER SPENDING LOWER SPENDING

Polar

Opposites

No mutual solutions

Consider the positions and interests in the D’s and R’s debate about … (you fill in)

What are the positions? What are the interests? Why does it matter? Is there a way to meet both sides’ interests at

once?

The “Principles” of Principled Negotiation

4. Generate many options & look for Options for Mutual Gain

Brainstorm options by listing all possibilities first,

Evaluating options second. Look for ways to meet

everyone's interests at the same time.

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

5. Find Legitimate Criteria to Guide Decisions What's been done before? What's “fair”

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

6. Analyze the Best Alternative to a Negotiated Agreement (BATNA)

BATNA = What you do if you CANNOT reach an agreement (Plan B)

PowerPoint Summary of:Key Negotiation Concepts

The “Principles” of Principled Negotiation

7. Work with Fair and Realistic Commitements

Is agreementReasonable?Doable?Face-saving?Practical?

PowerPoint Summary of:Key Negotiation Concepts