8. Negociar según Principios
• Separe las personas de los
Personas problemas
• Concéntrese en los intereses
Intereses mas no en las posiciones
• Genere una variedad de
Opciones posibilidades
• Resultado basado en un
Criterios criterio objetivo
11. SUAVE DURO BASADO EN PRINCIPIO
Los participantes son Los participantes son Los participantes
amigos adversos solucionan un problema
El objetivo es lograr un El objetivo es la victoria El objetivo es lograr un
acuerdo resultado sensato en forma
eficiente y amistosa
Suave con las personas y el Duro con las personas y el Suave con las personas y
problema problema Duro con el problema
Confíe en los otros Desconfíe de los otros Proceda
independientemente de la
confianza
Haga ofertas Amenace Explore intereses
Ceda ante la presión Aplique presión Razone y permanezca
abierto ante las razones,
ceda ante los principios no
ante las presiones
Busque la única respuesta: Busque la única respuesta: Desarrolle múltiples
la que ellos aceptarán la que usted aceptará opciones entre las cuales
pueda escoger; decida más
tarde
Actionable endingI always want to leave the audience with an assignment – some action they need to take.In this case, I’ll ask which of the four decisions do they feel their company needs to focus on the most?Then I’ll give them a few minutes to note their answer and to outline three actions they’ll take when they get back to the office. Slide Notes: If I use photos, I often change the contrast and brightness so that the words stand out. To adjust brightness and contrast for a picture that you set as a slide background, hold down CONTROL, click the slide and then click Format Background. Find brightness and contrast settings on the Adjust Picture tab of that dialog box..To adjust brightness and contrast for a picture on a slide, select the picture and then click the Format Picture tab. Under Adjust, click Corrections to access brightness and contrast options.
Actionable endingI always want to leave the audience with an assignment – some action they need to take.In this case, I’ll ask which of the four decisions do they feel their company needs to focus on the most?Then I’ll give them a few minutes to note their answer and to outline three actions they’ll take when they get back to the office. Slide Notes: If I use photos, I often change the contrast and brightness so that the words stand out. To adjust brightness and contrast for a picture that you set as a slide background, hold down CONTROL, click the slide and then click Format Background. Find brightness and contrast settings on the Adjust Picture tab of that dialog box..To adjust brightness and contrast for a picture on a slide, select the picture and then click the Format Picture tab. Under Adjust, click Corrections to access brightness and contrast options.