Getting to yes

BATNA
1. Select your best alternative
  1. walk away alternative
    1. consider oponents batna
2. measure of success of a negotiation
Negotiation
1. Hard
  1. struggles
2. Soft
  1. avoid conflicts
separate the people from the problem
1. Be soft on the people, hard on the problem
  1. People problems: emotions, perception and communication.
    1. Put yourself in their shoes.
    2. TURN A FACE TO FACE CONFRONTATION INTO SIDE BY SIDE PROBLEM SOLVING.
    3. to solve communication problems
      1. talk with a purpose
      2. talk about yourself, not others
      3. active listening
Interests
1. -Underlying motivations (lead you to take positions)
  1. Things you want to say
    1. To find out other persons interest:
      1. -Asking why? Questions and why not?
      2. Look behind positions for underlying interests
    2. terms
    3. Conditions
    4. demands
  2. Needs and concerns
  3. Fears and aspirations
  4. most powerful: human needs
options
1. Very important to brainstorm ideas:
  1. No criticism
  2. No commitment
  3. Do not evaluate during brainstorming
2. is not a commitment
3. possible agreement or part of one
4. not give in to pressure, just principles
Standards
1. resolve conflicting interests
  1. independent standards
    1. market value
    2. precedent
    3. industry practice
    4. both parties, fair agreement
2. fairly treated
3. used as
  1. sword
  2. shield
obstacles for the creation of options
1. prejudging
2. only one answer
3. pie of only one size
4. afraid to reveal information
5. lack of imagination, a lot of criticism
communication problems
1. misunderstanding
2. don't putting attention to the other
3. not comprenhending the other one
opponent more powerful
1. take advantage of every agreement
2. don't allow a negotiation that we would reject
doesn't follow the game
1. jiu jitsu
  1. adopt a position that focuses on what the other part can do
focus on interests not positions for solving problems

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Getting to yes

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	Criado por pili_9620 aproximadamente 9 anos atrás