mndex3bhaskarjyotiroy (1)

8/9/2019 MNDEX3BHASKARJYOTIROY (1)

1/21

SEPARATE PEOPLE FROM THE PROBLEM

FOCUS ON INTEREST NOT POSITIONS

INVENT OPTIONS FOR MUTUAL GAIN

MANAGING NEGOTIATIONSCHAPTER 2

BY BHASKAR JYOTI ROY


2/21

UNIQUELY IDENTIFY PEOPLES INTERESTSAND ADDRESS THEM

Negotiato ! a e "eo"#e $ !t

Di!e%ta%g#e t&e e#atio%!&i"' o( t&e !)*!ta%+e

E,e - Negotiato &a! t.oi%te e!t! / !)*!ta%+e a%0

e#atio%!&i"

Pe +e"tio%

E(otio%


3/21

DISENTANGLE SUBSTANCE ANDRELATIONSHIPS

S)*!ta%+e

Re#atio%!&i"

Po!itio%a#Ba gai%i%g

S)*!ta%+e a%0Re#atio%!&i"!

i% +o%1i+t


4/21

PERCEPTION

PERC

EM

COMM

P)t -o) !e#' i% t&ei !&oe! Do%t 0e0)+e t&ei i%te%tio% 'o ( -o) 'ea ! Do%t *#a(e t&e( 'o -o) " o*#e( Di!+)!! ea+& ot&e ! "e +e"tio%!

Loo 'o a% o""o t)%it- to a+t i%+o%!i!te%t#-.it& t&ei "e +e"tio%!

Gi,e t&e( a !ta e *- e%!) i%g t&e- &a,e a !ta e

i% t&e o)t+o(e o' t&e " o+e!!


5/21

HANDLING EMOTIONS

PER

EM

COM

Fi !t e+og%i3e a%0 )%0e !ta%0 E(otio%! / t&ei !a%0 -o) !

Pa- atte%tio% to +o e +o%+e %! Co%!i0e t&e o#e o' i0e%tit- Ma e e(otio%! e4"#i+it a%0 a+ %o.#e0ge t&e(

a! #egiti(ate A##o. ot&e !i0e to #et o5 !tea( Do%t ea+t to e(otio%a# o)t*) !t! U!e !-(*o#i+ ge!t) e!


6/21

COMMUNICATE

Li!te% a+ti,e#- a%0 a+ %o.#e0ge .&at i!

*ei%g !ai0 S"ea to *e )%0e !too0 S"ea a*o)t -o) !e#' a%0 %ot a*o)t t&e(

S"ea 'o a ") "o!e

B)i#0 a 6o i%g e#atio%!&i"

Fa+e t&e " o*#e( %ot t&e "eo"#e


7/21

FOCUS ON INTERESTS7 NOT POSITIONS

Re+o%+i#e i%te e!t! a%0 %ot "o!itio%!Co%1i+t o' "o!itio%! #ea0! to a% i("a!!eDi5e e%+e *et.ee% "o!itio%! a%0 i%te e!t! e(ai%! + )+ia# 'o " o*#e(!o#,i%gCo%1i+t! +a% o++) i% %ee0!7 0e!i e!7 +o%+e %! a%0 'ea !Fo+)!!i%g o% i%te e!t! i%!tea0 o' "o!itio%! &e#"! to 0e,e#o" a !o#)tio%

A0,a%tage!E,e - i%te e!t #ea0! to !e,e a# "o!!i*#e "o!itio%! t&at +a% *e a !o#)tio%to a " o*#e(T&e e .i## a i!e *ot& +o%1i+ti%g a%0 +o("ati*#e o"tio%!S&a e0 i%te e!t a%0 +o("#e(e%ta - i%te e!t! *ot& !e ,e a! t&e *)i#0i%g*#o+ ! 'o a .i!e ag ee(e%t


8/21

IDENTIFY INTERESTS 8 HO6

Po!itio%! i! #i e#- to *e e4"#i+it a%0 +o%+ ete B)t i%te e!t! a e i%ta%gi*#e a%0 i%+o%!i!te%t A! 96&-:; < P)t -o) !e#' i% ot&e ! !&oe! a%0 e4a(i%i%g t&e

"o!itio% t&e- ta e

A! 96&- %ot:; < I0e%ti'- t&e 0e+i!io% o' t&e ot&e "a t- a%0 t&eea!o% *e&i%0 it

T&e ta ea.a- / U%0e !ta%0i%g t&e i("a+t o% !e#' a%0 g o)" i%te e!t! a%0 .eig&i%g t&e

" o! a%0 +o%! ai0! to $%0 !o#)tio%


9/21

HO6 DO YOU IDENTIFYINTERESTS

E,e - !i0e &a! ()#ti"#e i%te e!t!

Ea+& "e !o% o% t&e ot&e "a t-! !i0e (a- %ot *e &a,i%g t&e !a(e i%te e!t! a%0 t&ea!!)("tio% o' t&i! .i## " e,e%t )! ' o( ta i%g a%- a0,a%tage i% !)+& a !it)atio%

U%0e !ta%0i%g t&e 0i5e i%g i%te e!t! o' t&e ot&e "a t- .i## &e#" !o#,e a " o*#e('a!te

Mo!t "o.e ')# i%te e!t! a e *a!i+ &)(a% %ee0! !)+& a!

Se+) it-E+o%o(i+ .e## *ei%gA !e%!e o' *e#o%gi%gRe+og%itio%Co%t o# o,e o%e! #i'e

Ma e a #i!t o' i%te e!t! i% ea+& !i0e .i## e%a*#e to i(" o,e t&e =)a#it- o' t&e%egotiatio% !i%+e t&e " io itie! a e +#ea


10/21

TALK ABOUT INTERESTS

Te%0e%+- to 'o+)! o% ea+& ot&e ! g ie,a%+e! i%!tea0 o' ')t) e+o%+e %! a%0 t&)! #ea0i%g to a% i("a!!e

Ho. to ta+ #e t&e i!!)e o' ta# i%g a*o)t i%te e!t! .it&o)t0ea0#o+ :

Be !"e+i$+ a*o)t t&e i%te e!t! a%0 " o,i0e +o%+ ete 0etai#!

A+ %o.#e0ge t&e ot&e "a t- i%te e!t! a! "a t o' t&e " o*#e(P)t t&e " o*#e( *e'o e t&e a%!.eSto" t -i%g to i%1)e%+e ea+& ot&e a%0 i%!tea0 'o+)! o% ea+&i%g a%ag ee(e%tA! t&e =)e!tio% 96&-:; i% o 0e to +#a i'- *ot& t&e "o!itio%! < 'o .a 0a%0 *a+ .a 0P e"a e a "#a% a%0 *e +o%+ ete *)t 1e4i*#e

Be &a 0 o% t&e " o*#e( a%0 !o't o% t&e "eo"#e


11/21

IN>ENT OPTIONS FORMUTUAL GAIN

T&e " o*#e( i! a +o((o% o%e a%0 it i! &a 0 to $%0 a 'ai a%0!ati!'-i%g +)t 'o *ot& t&e "a tie!

So(eti(e! +&oi+e! a""ea to *e eit&e ? o +&oi+e t&at i!'a,o) a*#e to o%e o' t&e "a t-

C&oi+e! a""ea to *e #i(ite0

Fo) (a@o o*!ta+#e!P e(at) e J)0g(e%tSea +&i%g 'o t&e !i%g#e a%!.eA!!)("tio% o' t&e $4e0 "ieT&i% i%g t&at 9!o#,i%g t&ei " o*#e( i! t&ei " o*#e(;


12/21

DIAGNOSIS

P e(at) e J)0g(e%tI% a %o (a# !it)atio%7 i%,e%ti%g o"tio%! i! %ot a %e+e!!it-

J)0g(e%t &i%0e ! i(agi%atio% a%0 e,e% !ti1e0 (o e *- t&e " e!e%+e o't&e ot&e "a t-Fea o' 0i!+#o!i%g @eo"a 0i3i%g i%'o (atio% to t&e ot&e "a t- a%0 t&)!a5e+ti%g t&e "o!itio%

Sea +&i%g 'o t&e !i%g#e a%!.eCo((o% te%0e%+- o' t&e "eo"#e to %a o. t&e ga" *et.ee% t&e "o!itio%!i%!tea0 o' * oa0e%i%g t&e %)(*e o' o"tio%! a,ai#a*#eP e(at) e + iti+i!( a%0 +#o!) e a e t&e (ai% ea!o%! 'o a% i("e%0i%gi("a!!e


13/21

DIAGNOSIS

A!!)("tio% o' a $4e0 "ieNegotiatio% i! o'te% !ee% a! a $4e0 !)( ga(e #ea0i%g to +o%')!io%! a%0i("a!!e

T&i% i%g 9 So#,i%g t&ei " o*#e( i! t&ei " o*#e(;

D)e to 'o+)! o% i((e0iate "e !o%a# i%te e!t!7 t&e .a%te0 'o+)! o%i%,e%ti%g o"tio%! i! #o!t t&)! #ea0i%g to 0ea0#o+ E(otio%a# atta+&(e%t o% o%e !i0e o' t&e i!!)e (a e! it 0i +)#t toa+&ie,e t&e 0eta+&(e%t %e+e!!a - to i%,e%t o"tio%!P!-+&o#ogi+a# e#)+ta%+e to a++o 0 a%- #egiti(a+- to t&e ,ie.! o' t&eot&e !i0eSe#'8+o%+e % (ai% ea!o% 'o "a ti!a% "o!itio%!7 a g)(e%t! a%0 o%e8!i0e0 !o#)tio%


14/21


15/21

SEPARATE IN>ENTING FROMDECIDING

Se"a ate t&e " o+e!! o' t&i% i%g )" "o!!i*#e 0e+i!io%! ' o( t&e " o+e!! o'!e#e+ti%g a(o%g t&e(

Fi !t !te" i% t&e %egotiatio% i! to i%,e%t t&e o"tio%!

B ai%!to (i%g !e!!io% .it& 'e##o. +o##eag)e! .i## &e#" i% +o(i%g )" .it& *etteo"tio%!

Po!t"o%e a## + iti+i!( a%0 e,a#)atio% o' t&e i0ea!

E%+o) age .i#0 i0ea!

G)i0e#i%e! 'o B ai%!to (i%gBe'o e * ai%!to (i%g

De$%e t&e ") "o!eC&oo!e a 'e. "a ti+i"a%t!C&a%ge t&e e%,i o%(e%tDe!ig% a% i%'o (a# at(o!"&e e

C&oo!e a 'a+i#itato


16/21

SEPARATE IN>ENTING FROMDECIDING

D) i%g * ai%!to (i%gSeat t&e "a ti+i"a%t! !i0e *- !i0e 'a+i%g t&e " o*#e(C#a i'- t&e g o)%0 )#e! < @oi%t i%,e%ti%g o i%0i,i0)a# o)%0!B ai%!to (Re+o 0 t&e i0ea! i% ')## ,ie.

A'te * ai%!to (i%gSta t t&e (o!t " o(i!i%g i0ea!I%,e%t i(" o,i!atio%! 'o " o(i!i%g i0ea!Set )" a ti(e #i%e to e,a#)ate i0ea! a%0 0e+i0e

Co%!i0e * ai%!to (i%g .it& t&e ot&e !i0e 'o i(" o,e +&a%+e! o'ea+&i%g a% a(i+a*#e ag ee(e%t


17/21

BROADEN YOUR OPTIONS

A,oi0 t&e Mi!ta e o' a!!)(i%g t&at t&e * ai%!to (i%g !e!!io% i!a*o)t $%0i%g o%e *e!t a%!.e

Ge%e ate +o%!t )+ti,e !o#)tio%!

M)#ti"#- o"tio%! *- !&)tt#i%g *et.ee% t&e !"e+i$+ a%0 t&e ge%e a#a! gi,e% i% t&e Ci +#e +&a t

E4a(i%e t&e " o*#e( ' o( t&e "e !"e+ti,e! o' ,a io)! e4"e t! a%0" o'e!!io%a#!

I%,e!t i% ag ee(e%t! o' 0i5e e%t !t e%gt&!

C&a%ge t&e !+o"e o' a " o"o!e0 ag ee(e%t


18/21

LOOK FOR MUTUAL GAIN

A!!)("tio% o' a $4e08"ie e(ai%! t&e (a@o t&a. "oi%t i% 'o (i%ga% ag ee(e%t

S&a e0 i%te e!t &e#"! i% a,e ti%g @oi%t #o!! a%0 0eg a0atio% i% t&ee#atio%!&i" *et.ee% t&e "a tie!

I0e%ti'- t&e !&a e0 i%te e!t!S&a e0 i%te e!t! &e#"! to " o0)+e ag ee(e%t7 i% t&eo - *)t it i! =)ite0i +)#t to i("#e(e%t " a+ti+a##-S&a e0 i%te e!t! a e #ate%t i% e,e - %egotiatio%U!e t&e o""o t)%itie! " e!e%t i% t&e !&a e0 i%te e!t! 'o ()t)a# *e%e$tSt e!! o% t&e !&a e0 i%te e!t! +a% e!)#t i% !(oot&e a%0 (o ea(i+a*#e ag ee(e%t!


19/21

BE ON THE LOOK OUT FORMUTUAL GAIN

Do,etai# 0i5e i%g i%te e!t!Di5e e%+e! i% t&e %ee0! +a% + eate !o#)tio%! to !ee(i%g#- i("o!!i*#e" o*#e(! i% 0i5e e%t !it)atio%!Di5e e%+e! +a% *e i% t&e *e#o. 'o (!

I%te e!t!Be#ie'!

Ti(eFo e+a!t!A,e !io% to Ri!

A! i%g t&e ot&e "a t- 'o t&ei " e'e e%+e! 'o $%0i%g ()t)a# *e%e$t!


20/21

MAKE THEIR DECISION EASY

S)++e!! 0e"e%0! o% ot&e !i0e (a i%g a 0e+i!io% t&at o%e o' t&e "a t- .a%t!a%0 t&)! !&o)#0 &e#" it i% (a i%g it ea!ie

P)t -o) !e#' i%to ot&e ! !&oe! .i## &e#" " e,e%t !&o t8!ig&te0%e!! +a)!e0 0)eto !e#'8i%te e!t

A%a#-!e t&e "e +ei,e0 +&oi+e .i## &e#" +&a%gi%g t&e ot&e "a t-! !ta%+e#ea0i%g to a (o e ()t)a##- *e%e$+ia# ag ee(e%t

P e"a e ()#ti"#e ,e !io%! !ta ti%g .it& t&e !i("#e o%e &e#"! i% 'o (i%g a%ag ee(e%t !oo%e +o("a e0 to a%0o( a+t! o' * i##ia%+e

De,e#o" !o#)tio%! t&at a""ea #egiti(ate !o t&at t&e ot&e "a t- .i## a++e"t itea!i#-

E,a#)ati%g t&e +o%!e=)e%+e! o' t&e ,a io)! 0e+i!io%! .i## e0)+e t&e i! o'i((e0iate !e#'8i%te e!t


21/21

THANK YOU

mndex3bhaskarjyotiroy (1)

Documents