prob solvingnegotiationgeneric
Post on 21-Oct-2014
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Problem Solving Negotiation
David Landis
Definition
A negotiation is a trade
-”I’ll do Y, if you’ll do X.”
Two Strategy Options
• Seeking Advantage
• Seeking Joint Gain
Advantage Seeking
• Good short term results
• Hard to exploit
• Relatively easy to do
Advantage Seeking
• Hard on relationships
• Misses joint gain
• Breeds reciprocity
Joint Gain Seeking
• Expands the pie
• Benefits grow over time
• Builds relationships
Joint Gain Seeking
• Risks exploitation
• Takes more time and preparation
• Requires skill to be effective
Taming the Advantage Seeker
• Align your incentives
• Cooperation on terms is reciprocal, not individual
• Lift the horizon
• Develop “walk away” alternative
Trust:
• A two-sided coin: trusting, being trusted
• A shared problem
• Some assume trustworthiness
• Some assume untrustworthiness
Being Trustworthy
• Say what you mean, mean what you say
• Does not require full disclosure
• Worth its weight in gold
Trusting
• Operate independent of trust
• Reciprocal consequences
3 Characteristics of Negotiation
• Recurring pattern
• Tension
• Asymmetrical information
Role #5 - Observer
• Don’t give away information or reactions – just watch.
• Watch for exaggerations, threats, offers and counter-offers.
• Notice questions particularly.
Role #1
Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.”
Role #2
Your mother says, “Go to the store. Bring me an orange. You come home without an orange and you’ll be in trouble.”
Role #3
Your mother says, “Go to the store and bring me an orange. Family is coming over tomorrow, I’m going to peel the orange and cut up the pulp for a fruit salad. Bring me an orange or you’ll be in trouble.”
Role #4
Your mother says, “Go to the store, bring me an orange. Family is coming over tomorrow. I’m going to peel the orange and grate the peel to flavor some orange bread I’m making. Bring me an orange or you’re in trouble.”
5 into 2
• No division of items
• No side deals
• Must divide all five between you
• Divide in 2 minutes or get nothing
• Item:
–5 crisp $1,000 bills
5 into 2
• All the same rules
• Items:
5 into 2
• 2 tickets, great concert
• Designer jacket
• Glider flight over Grand Canyon
• Elegant, fine French meal for 2
• Martha Stewart cooks and cleans
• All the same rules
• Items:
Worker’s Comp Deal
Business Labor
Dr. Choice
Managed Care
Indexed Benefits
Safety Comm./ Inspectors
Worker’s Comp Deal
Business Labor
Dr. Choice Yes
Managed Care Yes
Indexed Benefits No
Safety Comm./ Inspectors
No
Worker’s Comp Deal
Business Labor
Dr. Choice Yes No
Managed Care Yes No
Indexed Benefits No Yes
Safety Comm./ Inspectors
No Yes
Worker’s Comp Deal
Business Labor
Dr. Choice Yes 1 No
Managed Care Yes 2 No
Indexed Benefits No 3 Yes
Safety Comm./ Inspectors
No 4 Yes
Worker’s Comp Deal
Business Labor
Dr. Choice Yes 1 No 3
Managed Care Yes 2 No 4
Indexed Benefits No 3 Yes 1
Safety Comm./ Inspectors
No 4 Yes 2
5 Tools for Mutual Gain
• Interests before positions
• Priorities traded across differences
• Fair process norms
• Objective criteria
• Trust through authentic communication
Use Objective Criteria
• Learn marketplace
• Frame dispute as a joint search for fair standards
• Adjust standards for unique circumstances
• Open with an offer you can justify
Focus on Interests, Not Positions
• Interests=underlying motivations
– The answer to “why?”
• Positions=“yes or no” options
– The answer to “how much?”
• Focusing on interests induces problem solving because they are flexible and create satisfaction.
Invent Options for Mutual Gain
• Brainstorm method of advancing parties’ interests
• Invent first, then decide
• Link differences, priorities
• Maximize shared interests
Separate People from the Problem
Be unconditionally cooperative on process
– Good listening
– Fair characterizations
– Symbolic gestures
Separate Problem from the People
Be firm on fair outcomes
– Trade cooperation
– Reason, be open to reason
– Results need a fair, reasonable basis
