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3936017
Getting to yes
Descrição
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Mapa Mental por
pompalin
, atualizado more than 1 year ago
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Criado por
pompalin
aproximadamente 9 anos atrás
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Resumo de Recurso
Getting to yes
Don´t bargain over postion
Position bargaining
shop keeper vs coustumer
Look for 3 thing: Wise agreement, improve relation and efficent agreement
Position bargaining fails to the these 3
Positon bargainers they lock themselves (Ego)
Examples
USA vs Soviet Union
Oil company vs Farmers in Iran
You have to look por a solution carefully cradted to meet the interest of both partys
good agreement its possible
positional bargainig affect relations
with many partys positional bargainig its worst
Being a NICE negotiator is no answer
SOFT
Friends
look for an agreement
Trust
yield with pressure
soft on the people and the problem
make concessions
HARD
Adversaris
Loof for your Victory
Distrust
apply pressure
hard on people and the problem
Demand Concessions
Separate the people from the problem
Focus on the people not the problem
Negotiators are human being
Emotions affect their perception
Smoother/Sensitive
Angry/Frustrated
Am I paying enough attention to the people problem?
Negotiator Looks for 2 things
benefits
Mantain Relation
Understan people don´t change them
3 problems every person has negotiating
Perception
Understand their thinking
Difference between
How he sees
How you see it
Empathy
Their point of view
How hard they believe in it
Don´t mix your fears with their intentions
Send a different message than they expect
Make sure they participate
Emotions
What is produciong this emotions?
Desire to make your own opinion
Desire to be recognized
Affiliation
Role
Status
NEGATIVE EMOTIONS
Take note of them
Don´t react
Communication
Not easy to undestand each other
Misunderstanding
Other side most of the time will hear something different
People don´t pay attention
Lincoln: "2/3 of my brain think about what they´re going to say..."
Listen actively and acknowledge
ask: Did I undestand correctly?
Let them know they have been heard
Understanding isn´t agreeing
Know where you´re going
Don´t:
Take it pesonally
Be angry with the person related to the problem
Focus on interest no positions
Position are meant to achieve interest
Not the Same
Figure out theirs
Find ways to satisfy both
Ask: WHY?
Important Facts
What they will think about your position
Whether it will set a precedent
Short/Long term
Meet their basic Need/ Monroe´s Pyramid
Multiple Interests
All sides are aware
Commit yourself to their interest and don´t sacrifice yours
Invent options for mutual gain
One must win and the other lose
4 obstacles
1. Premature Judgment
2. Assumption that there only one solution
3. There is no way for mutual benefit
4. The other side is responsable for your problems
Creative Solutions
Brainstorm
NO criticism - Rule
Identify the best options
Use the circle chart
Look for common groubd abd common interest
Insist on Using an objective criteria
Reach agreement based on principles
Agree on the before hand
Don´t give into the pressure ot threats
Insist of being Fair
Ask
What are their principles
Why did they get to that conclussion?
Fair standars
Socially accepted
Scientific prove
Take turns talking
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