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and step-by-step strategy for coming to mutually acceptable agreements in any sort of conflict.
The author first talks about moving from positional bargaining to principled negotiation approach. They suggested that every person involved in negotiation or dispute resolution suffers from personal positional bargaining. The people problem stems from following categories:
Principled Negotiation
Listening and understanding carefully doesnt imply that youre agreeing to other party Try to unveil interests of both the parties to reach a mutual better position Effective brainstorming session follows 4 step process state the problem, analyzing the problem, consider general approaches and take specific action Offer proposals with objectivity. It gives weightage to the proposal.
Pre-mature judgment
Evaluate Later
First Invent
Key measure to evaluate negotiation process More the BATNA is, more is the negotiation power Feasible alternative to bottom line. It reflects other parties interests Author rightly pointed out the importance of evaluating other parties BATNA
Continue principle approach. It doesnt make sense and may be short lived Negotiation Jujitsu. It might offend the other party by directing his attack to main problem. One-text approach. Not everyone is open to disclose important information to third party.
Getting to yes is good basic manual for Negotiators options Authors emphasized on the sharing of interests to build better relationship and bring better result There is a gray area left on how to handle conflict between principle and positional approaches