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Getting to Shi

  1. Getting to
  2. Don’t Bargain Over Positions
  3. Negotiation • Back-and-forth communication designed to reach an agreement • You and the other side have some interests – In common – Opposed – Maybe simply different
  4. Principled Negotiation • Decide issues on their merits • Look for mutual gains • Fair, independent standards • Hard on merits, soft on people • No tricks • No posturing • All-purpose strategy
  5. Three Criteria 1. Produce a Wise Agreement 2. Efficient 3. Improve or at least not damage the relationship between the parties.
  6. Wise Agreement • Meets the legitimate interests of each side • Resolves conflicting interests fairly • Durable • Sustainable • Takes community interests into account
  7. Solutions • Carefully crafted to meet the legitimate interests of the parties • Mechanical splitting of the differences.
  8. Arguing • Start with extreme position and stubbornly hold on • Deceiving the other party as to your true views • Dragging one’s feet • Threatening to walk out • Stonewalling • Contest of wills • Anger and resentment
  9. Anger and resentment • One side sees itself bending to the rigid will of the other while its own legitimate concerns go unaddressed • Bitter feelings
  10. Establish an Accepted Process • Different cultural backgrounds • Different countries • Procedural rules • Negotiation on the merits
  11. 4 Point Methodology • People: separate the people from the problem. • Interests: focus on interests, not positions. • Options: Invent multiple options looking for mutual gain before deciding what to do. • Criteria: Insist that the result be based on some objective standard.
  12. 3 Stages • Analysis • Planning • Discussion • Closing
  13. Analysis • Gather information • Identify and quantify your interests and those of the other side. • Consider – People problems – Unclear communications
  14. Planning • Rank your interests by priority and importance • Realistic objectives • Create Options • Criteria for deciding among them
  15. Discussion • Each side should come to understand the interests of the other. • Listen • Together generate options that are mutually advantageous. • Seek agreement on objective standards for resolving opposed interest.
  16. Matrix Analysis Planning Discussion People Interests Options Criteria
  17. Most Important

Notas del editor

  1. Yes = shi