SISCo Study Tour Mutual Gains Approach 27 10-10
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Transcript of SISCo Study Tour Mutual Gains Approach 27 10-10
Workshop Mutual Gains Approach
Marjolein Stamsnijder, Nirov
27 oktober 2010
Succesfull negotiation
1. Good outcome -- for all parties• interests met• Seen as fair
2. Efficiently reached• time not wasted• nothing left on table
3. Amicably ended• relationship enhanced• future dealings easier
Conventional wisdom on negotiaton
• Bid high• Trade concessions for
concessions-grudgingly• Do not reveal anything – ‘pokerface’• Show no empathy - undermine the
legitimacy of their claims• Dirty tricks - undermine them
psychologically
Erodes trust:• You make yourself a liar from the beginning;
what you say you need isn’t what you actually need
Undermines accuracy of information (on both sides):
• Hoard information instead of sharing it• Attempt to devalue and undermine the other
side’s information
Problems with this appraoch
Assumptions behind the conventional wisdomWin/Lose - Zero-sum situation:
Their gain is my loss
The size of the pie is fixed
Negotiation is a test of will -
this model applies (maybe) to:
Strangers
People you hope never to see again
BATNAFive key principles
Know your BATNA (Best Alternative to a Negotiated Agreement)
Focus on Interests, not Positions
Invent Options for Mutual Gains
Use Objective Criteria
Build Relationships Along with Agreements
What’s a BATNA?
• BATNA: Best Alternative to a Negotiated Agreement• Best alternative action you are able to pursue away from
the table• When you know your BATNA, you know the minimum
you should accept at the table
Use Your BATNA
• Analyze your BATNA• Improve your BATNA• Don’t blab your BATNA• Analyze their BATNA• Help them reality-check their BATNA
Focus on Interests,Not PositionsPosition = What you want
Interest = Why you want it
• In preparation, analyze your interests, and theirs• At the table, explain your interests• Ask questions & listen to discover their interests
How to Explore Interests?
Ask and be ready to answer:• “What are the key things you need from an
agreement?”• “Why is that important to you?”• “Is it really something else that concerns you?”• “Would we be moving in the right direction if...?”
Invent Options ForMutual Gains
Conventional Wisdom:– Trade positions, not information– Assume you’re only dividing the pie
Mutual Gains Approach:– Explore interests on both sides– Suspend criticism– Invent without committing– Generate options and packages that “make
the pie larger”– Use a neutral party to exchange ideas
Use Objective Criteria
Problem: How to choose among options?Risk: Revert to positional bargainingStrategy: Find mutually acceptable criteria or
procedures:• Cost effectiveness• Reciprocity• Equal treatment• Implement ability• Market value• Precedent• Risk• Advice of respected or expert third party
Getting to Criteria
• Ask Questions:• How did you arrive at that?
• What is the theory behind this?
• What makes that fair?
• How are others (people, organizations) handling this problem?
• Maintain creative mode
• Behave to build trust
Build Relationships Along with Agreement
• Be trustworthy: say what you mean and mean what you say
•Recognize legitimacy of their interests• Balance empathy and assertiveness• Address difficult behavior, don’t escalate it•Recognize that to “separate the people
from the problem” you may have to deal with: history, perceptions, emotions, communication
• Knowing your BATNA is your protection
Exercise:
Getting to know each others interestsinstead of positions
Groups of three people1. ask for interest2. give answers
3. observe
Switch after 10 minutes
-What did you see and hear?-How was it to do this?-Dit you get to intrests?
Evaluation
• Thank you for your attention