"Getting to Yes"
(Principled Negotiation)



Conflict is a growth industry:

Everyone negotiates

something every day

  Scene from Get Shorty

Note the "non-recommended" style of negotiationg


"The Golden Rule of Organizational Politics"

Whoever has the gold makes the rules

 But ...

 It takes less gold if you know the rules.


Beliefs Conducive to Problem Solving

  1. Availability of a mutually acceptable solution
  2. Desirability of mutually acceptable solution
  3. Cooperation rather than competition
  4. Everyone of equal value
  5. Views of others genuine statements of intentions
  6. Differences of opinion helpful
  7. Trustworthiness of others
  8. Other party can compete but chooses to cooperate
  9. Cognitive balance

Criteria for Successful Negotiation:

  1. Wise agreement if possible 
  2. Efficient use of time and other resources 
  3. Improved relationship (not damaged) between parties

Negotiation is ...

 an attempt to serve
your interests ...
and
their interests.


General Approach to Negotiation ...

  1. If they have strength, you must have merit.
  2. If they have muscle, you must have principle.
  3. Change perceptions of resources from scarce to abundant.
  4. Recognize mutuality of interests.
  5. Seek problem solving instead of conflict.
  Video Clip from Saving Private Ryan

Note that the Captain (Tom Hanks) changes perceptions twice by "reframing" the soldier's questions regarding:
1.  Firing a weapon
2.  Using a pen.


Cognitive Balance: We seek congruency in the beliefs we simultaneously hold.  We cannot comfortably see an opponent as...


Negotiation Principles Outline

  1. The problem
  2. The Method

Focus on Interests, Not Positions

Invent Options for Mutual Gain

"Integrative Bargaining, a process by which parties attempt to explore options to increase the size of the joint gain" (Walton and McKersie, 1965).
 
 


Insist on Objective Criteria


Example of a Principled Negotiation

(to overcome positional bargaining)
What would you do as "Tom"?


1
Insurance Adjuster Tom

2
Insurance Adjuster Tom

3
Insurance Adjuster Tom

4
Insurance Adjuster Tom

5
Insurance Adjuster Tom

6
Insurance Adjuster Tom

7
Insurance Adjuster Tom

8
Insurance Adjuster Tom

9
Insurance Adjuster Tom

10
Insurance Adjuster Tom

11
Insurance Adjuster Tom

12
After 30 minutes of discussion,
Tom left with a check for$4,012.
He had overcome the positional
tactics of the insurance adjuster.


People Problems

  1. Emotions 
  2. Perception
  3. Communication

Objective Criteria

Something must give,
and we want it to give
in a useful (to us)
reassessment.



Suggestion: Example:

Personally support the driver of a truck speeding through your neighborhood, but oppose that practice. The driver may work with you ... to solve a mutual problem.


Perception:


Emotions:



Communication:

"Learning-Styles" Approach
  1. In the Real World, What is Wrong?
  2. In Theory, What is Wrong?
  3. In Theory, What Might Be Done?
  4. In the Real World, What Might Be Done?


" Often the wisest solutions, those that produce the maximum gain for you at the minimum cost to the other side, are produced only by strongly advocating your interests.  Two negotiators, each pushing hard for their interests, will often stimulate each other's creativity in thinking up mutually advantageous solutions."


Four Mistakes:

  1. Premature judgment
  2. Search for single answer
  3. Assumption of fixed pie
  4. Solving their problems is their problem
Four Guidelines:
  1. Separate inventing options from judging solutions
  2. Broaden everyone's options
  3. Look for mutual gain through shared interests
  4. Flow from problem to solution
  Scene from The Birdcage:
note the "invention of an option"