pompalin
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pompalin
Created by pompalin over 9 years ago
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Getting to yes

Getting to yesDon´t bargain overpostionPositionbargainingSeparate the people from theproblemshop keeper vscoustumerLook for 3 thing: Wise agreement, improve relation and efficentagreementPosition bargaining fails to thethese 3Positon bargainers they lock themselves(Ego)ExamplesUSA vs SovietUnionOil company vs Farmers inIranYou have to look por a solution carefully cradted to meet the interest of bothpartysgood agreement itspossiblepositional bargainig affectrelationswith many partys positional bargainig itsworstBeing a NICE negotiator is noanswerSOFTHARDFriendsAdversarislook for an agreementLoof for your VictoryTrustDistrustyield withpressureapplypressuresoft on the people and the problemhard on people and theproblemmake concessionsDemandConcessionsFocus on the people not theproblemNegotiators are humanbeingEmotions affect theirperceptionSmoother/SensitiveAngry/FrustratedAm I paying enough attention to the peopleproblem?Negotiator Looks for 2thingsbenefitsMantainRelationDon´t:Take it pesonallyBe angry with the person related to the problemUnderstan people don´t change them3 problems every person has negotiatingPerceptionUnderstand their thinkingDifference betweenHow he seesHow you see itEmpathyTheir point of viewHow hard they believe in itDon´t mix your fears with their intentionsSend a different message than they expectMake sure they participateEmotionsWhat is produciong this emotions?Desire to make your own opinionDesire to be recognizedAffiliationRoleStatusNEGATIVE EMOTIONSTake note of themDon´t reactCommunicationNot easy to undestand each otherMisunderstandingOther side most of the time will hear something differentPeople don´t pay attentionLincoln: "2/3 of my brain think about what they´re going to say..."Listen actively and acknowledgeask: Did I undestand correctly?Let them know they have been heardUnderstanding isn´t agreeingKnow where you´re goingFocus on interest no positionsPosition are meant to achieve interestNot the SameFigure out theirsFind ways to satisfy bothAsk: WHY?Important FactsWhat they will think about your positionWhether it will set a precedentShort/Long termMeet their basic Need/ Monroe´s PyramidMultiple InterestsAll sides are awareCommit yourself to their interest and don´t sacrifice yoursInvent options for mutual gainInsist on Using an objective criteriaReach agreement based on principlesAgree on the before handDon´t give into the pressure ot threatsInsist of being FairAskWhat are their principlesWhy did they get to that conclussion?Fair standarsSocially acceptedScientific proveTake turns talkingOne must win and the other lose4 obstacles1. Premature Judgment2. Assumption that there only one solution3. There is no way for mutual benefit4. The other side is responsable for your problemsCreative SolutionsBrainstormNO criticism - RuleIdentify the best optionsUse the circle chartLook for common groubd abd common interestDouble click this nodeto edit the textClick and drag this buttonto create a new node