GETTING TO YES

THE PROBLEM
1. Negotiation is a Fact of Life
  1. Raise with your boss
  2. Everyone negotiates something every day
2. NEGOCIATION
  1. BASIC MEANS OF GETING WHAT YOU WANT FROM OTHERS
  2. SOFT
    1. Wants to avoid personal conflict
    2. Often ends up Exploited
  3. HARD
    1. Wants to win
    2. Produces a hard response that exhausts the other part
  4. BOTH HARD AND SOFT
    1. principal Negotiation
      1. HARVARD
      2. DECIDE ISHUES ON ITS TERMS
      3. LOOK FOR MUTUAL GAINS WHENEVER POSIBLE
      4. SHOWS YOU WHAT YOU ARE ENTITLE TO AND STILL BE DECENT
  5. Negotiations are different but the BASIC ELEMENTS NEVER CHANGE
3. DONT BARGAIN OVER POSITIONS
  1. Method of Negotiation
    1. Produce a wise argument
    2. Be efficient
    3. Improve or not damage the relationship between parties
  2. Being Nice is no answer
    1. Reconoce the hard cost of hard position
    2. Soft Negotiation
    3. Sof Stile
      1. trust
      2. Makes offers
    4. Hard Stile
      1. Make threats
      2. distrust
  3. Negotiation Adresses
    1. Substance
      1. Salary
    2. Focuses implicitly in dealing with the substance
      1. How will you negotiate
4. PRINCIPAL NEGOTIATION
  1. SEPARATE THE PEOPLE FROM THE PROBLEM
    1. we are creatures of emotions
  2. INTERESTS NOT POSITIONS
  3. INVENT MULTIPLE OPTIONS
    1. before deciding what to do
  4. CRITERIA
    1. Insist that the result be based on some objective standard
THE METHOD
1. SEPARATE THE PEOPLE FROM EMOTIONS
  1. emotions
    1. We are creatures of emotion
    2. Our emotions are also the problem
  2. Comunication
  3. Every negotiator has two kinds of interests
    1. Substance
    2. Relationship
      1. The relationship tends to become entangled with the problem
    3. Positional Bargaining
      1. Relationships and substance in conflict
  4. Perception
    1. Put yourself in their shoes
2. FOCUS ON INTERESTS NOT POSITIONS
  1. have an inpact on interests
  2. recognize that their interests are part of the problem
  3. identify interests
    1. Ask Why
  4. The most powerful interests are basic human needs
  5. Make Your interests come alive
    1. explain
    2. descrive
    3. establish legitimacy of interests
3. INVENT OPTIONS FOR MULTIPLE GAIN
  1. First you need to understand the limitations
    1. Premature Judgment
    2. Make it easy for them to decide
  2. Search for the single answer
  3. Assumption of a fixed pie
  4. Solving their problem is their problem
    1. their problem is the problem and your problem
4. INSIST ON USING OBJECTIVE CRITERIA
  1. agrement
    1. Original cost
    2. Price that could have been sold for
    3. Price on objective criteria "catalogs"
    4. Compare prices
    5. What authorities would recognize as a fair price
YES, BUT
1. WHAT IF THEY ARE MORE POWERFUL?
  1. bottom line
    1. establishing in advance the worst acceptable outcome
  2. If you haven't thought about what will happen if there is no agrement
    1. Negotiating with eyes closed
  3. Make the most of your assets
  4. Generate Posible BATNAs
    1. 1) invent a list of actions posible if there is no agreement
    2. 2) improve some of the more promising ideas and convert them into practical alternatives
    3. 3) select the one option that seems best
2. WHAT IF THEY WONT PLAY?
  1. Negotiation Jujitsu
    1. Look behind their position
    2. Ask questions
    3. have studied the case
  2. invite criticism
  3. ask them whats wrong with it
  4. Listen to them
    1. Show your understanding
3. WHAT IF THEY USE DIRTY TRICKS?
  1. Reconoce it
  2. hope for the best
  3. Say something
  4. rules of the game
    1. 1) recognize the tactic
    2. 2) raise the issue explicitly
    3. 3) question the tactics legitimacy and desirability
      1. negotiate over it
  5. separate the people from the problem
  6. insist on using objective criteria
  7. Misrepresentation about facts
    1. about one´s intentions
    2. Pscychological warfare

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