Getting To Yes - Negotiating Agreement Without Giving In

1. Getting to Yes: Negotiating Agreement Without Giving In

2. Harvard Negotiation Project Began in 1983 In conjunction with MIT and Tufts Negotiation art and a science

3. Getting to Yes Authors Roger Fisher Bruce Patton William Ury

4. Dilemma: people see two ways to negotiate Soft Hard Soft: avoid conflict, make concessions Often end up exploited and feeling bitter Hard : sees any situation as a contest of wills Exhausts people and resources and harms relationships Getting to Yes

5. Being nice is no answer In soft negotiations: yield as necessary to avoid conflict ( e.g. WWII) B/t friends and family, it tends to be efficient as it produces results quickly But it does not ensure a wise agreement Getting to Yes

6. Third way to negotiate: both hard and soft Principled Negotiation: decides issues on their M erits Look for mutual gains wherever possible. Where interests conflict, insist that results be based on some fair and independent standards. Getting to Yes

7. Arguing over positions produces unwise agreements Negotiators lock themselves into positions which they must defend The more you defend, the harder it is to change a position Position now involves ego and saving face Getting to Yes

8. Arguing over positions endangers an ongoing relationship Strains and sometimes shatters relationships One ego always ends up bruised Getting to Yes

9. 4 Basic Points: People : separate the people from the problem Interests : focus on interests, not positions Options : generate a variety of possibilities before deciding what to do Criteria : insists that the results be based on some objective standard Principled Negotiation

10. People : separate the people from the problem Emotions cloud objective merits Egos become identified with positions Create Cognitive Dissonance Principled Negotiation

11. Interests Focus on interests, not positions A position may obscure what you really want Ask Why? Ask Why not? Ex: talks on nuclear testing breakdown over number of inspections Principled Negotiation

12. Miscommunication Lessee: “ I always pay the rent whenever she asks for it.” Lessor : “ He never pays the rent until I ask for it . ”

13. Fear of Uncertainty People fear what the other side intends to do! " They met in a bar , where he offered her a ride home. He took her down unfamiliar streets. He said it was a shortcut……

14. Try To Understand You might say, "You have a strong case. Let me see if I can explain it. Here's the way it strikes me...." Understanding is not agreeing! Problem before Answer

15. Money Phrases "Please correct me if I'm wrong…" "Could I ask you a few questions to see whether my facts are right ?“ "What's the principle behind your action?"

16. Options : generate a variety of possibilities before deciding what to do Searching for the one right solution inhibits creativity example : argument over an orange Principled Negotiation

17. Criteria : insists that the results be based on some objective standard Ex: market value, expert opinion, custom, precedence or law both parties can defer to a fair solution without giving in to each other Principled Negotiation

18. Best Alternative To Negotiated Agreement Always keep in mind Be careful about disclosing! BATNA

19. A mediator asks about interests instead of positions. Asks “why?” First , she tries to learn all she can about the needs and interests. Explores the possibility of a recommendation Involves preparing drafts and asking for criticisms. The one-text procedure

20. Dubious Intentions Incorporate compliance feature Manipulate Physical Environment Small Chair, Hot, Sun Personal Attack No eye contact, disguised insult Common Tricks

21. Tom Insurance Agent

22. You knew all of this already! Only Learn by Practice Forget “Winning” Conclusion

23. Make the most of your potential power. Getting to Yes Let us never negotiate out of fear. But let us never fear to negotiate. -John F. Kennedy