Getting to yes

Getting to yes

1. The Problem

   • Every Method of negotiation
     • 1.-It should produce wise agreement if agreement is posible
     • 2.-It should be efficient
     • 3.-Should improve or at least not decrease the releationship between parts
   • Bargaing over positions
     • Problems
       • Unwise agreements
       • Inneficient results
       • Endangers relationships
   • Negotiation on the meriths
     • Levels
       • 1.- The negotiation adresses the substance
       • 2.- Focusses the process for dealing the substance

2. 1.- Separate the people from the problem

   • Negotiators are people first
   • Interests
     • 1.- Relationship
       • The treat with the other will not be damaged.
     • 2.- Object of negotiation
       • Why one negotaites
   • PRoblems
     • Perception
       • The problem is the difference between theirs and yors
     • Emotion
       • Could bring the negotiation to an impass or a break.
     • Communication
       • NEgotiators may not being talking to each other
       • The other may not be hearing you
       • Misunderstanding

3. 2.- Focus on interests, not positions

   • Positions
     • What you decide
   • Interests
     • Who you decide
   • How to identify them
     • Ask Why
     • Moist Powerful basic human needs
       • Economic well- being
       • Sense of belonging
       • Recognition
       • Control Over One`s life

4. 3.- Invent options for mutual gain

   • Obstacles
     • 1.- Premature Judgement
     • 2.- Search for single answer
     • 3.-Assumption of a pie
     • 4.- Solving the problem is their problem
   • PRescription
     • 1.-Separate inventing for judging
     • 2.- Broaden your options
     • 3.- Look for mutual gains
     • 4.- Make their decission easy

5. 4.- Insist in using objective Criteria

   • Fair Standards
     • Independent on each side`s will
     • Legitimate
     • Practical
     • Should apply to each side
     • Equity
     • Laws
     • Precedents
     • Reciprosity
     • NEver yield to pression
       • Briebe
       • Threat
       • Mannipulate

6. Yes, but...

   • If they are powerful (Whwn you have not Leverage)
     • Protect Yourself
       • BATNAS
     • Make the most of the deal
   • When the other party uses dirty tricks
     • Not counter attack
     • Not respond in atack to their positional bargaing
   • Tactics