Breaking through barriers to cooperation

Breaking through barriers to cooperation

1. Joint problem-solving

   • A combination based on soft on people and hard on the problem. To turn the face-to-face confrontation into side by side problem-solving.
   • It ha better results, sabes energy and time and leads to better working relationships and to mutual benefit in the future.
   • Five barriers to cooperation
     • Your reaction
       • The first barrier lies within you. The problem you face in negotiation is not only the other side´s reaction, which can easily perpetuate that behavior.
     • Their emotion
       • The other side´s negative emotions
     • Their position
       • The barrier in the way is the other side´s positionla behavior
     • Theri dissatisfaction
       • They may not see how it will benefit them.
     • Their power
       • "What´s mine is mine. What´s yours is negotiable."

2. The breakthrough strategy

   • It is an indirect action. Requires you to do the opposite if what you naturally feel like doing in difficult situations.
   • Treat the opponents as negotiating partners who are presenting an opportunity to reach a mutually satisfactory agreement.
   • For each of the 5 barriers there is a corresponding step in the strategy:
     • Step one: "Go to the balcony" Suspending the natural reaction. Imagine yourself standing on a balcony looking down on your negotiation.
     • Steo two: "Step to their side" Do the opposite, you should take their side by listening to them, acknowledging heir points and their feelings, agreeing with them, and showing them respect.
     • Step three: "Reframe" Do the opposite. Accept whatever they say and reframe it as an attempt to deal with the problem.
     • Step four: "Build them a golden bridge" Do the opposite. Bridge the gap between their interests and yours. Save face and make the outcome look like a victory for them.
     • Step five: "Use power to educate" Enhance your negotiating power and use it to bring them back to the table. Show them that they cannot win by themselves but only together with you.

3. Prepare, prepare, prepare

   • Mapping out the way to agreement
     • Interests
     • Options
     • Standards
     • Alternatives
     • Proposals
     • Rehearse

4. Prepare to navigate

   • Your challenge is to chnage the game from face-to-face confrontation into side-by-side problem-solving, turning your opponent into a negotiating partner.