Chapter 4: Invent Options for Mutual Gain

Chapter 4: Invent Options for Mutual Gain

1. There are usually four obstacles to coming up with mutually beneficial solutions to problems:

   • Premature judgment
   • Assumption that there is a single possible solution to the problem
   • Assumption that the negotiation is zero-sum, and there is no way to be compensated for  apparent losses one is focused upon in the negotiation
   • View that it’s the responsibility of the other side to solve their own problems

2. Coming up with creative solutions to problems:

   • Do a brainstorming sessions with some skilled people in an informal environment
     • Have a facilitator to keep things on track
   • Do not judge the viability of the proposals during the session—just focus on generativa ideas
   • Seat everyone facing a blackboard to psychologically reinforce the idea of solving a problem together and not confronting each other
   • Strictly abide by the “no criticism” rule.
     • That is done after the brainstorm

3. Look for common ground and common interests between parties, and focus on ways to satisfy those

4. Come up with ways the opposing side could justify an unpopular deal