Getting To Yes Flashcards
What were the main topics from GTY worksheet?
Interests, Options, Standards, People, and Alternatives (BATNA)
What was the main idea behind- Interests
Focus on interests and not positions. Try to put yourself in their shoes, look behind positions for underlying interests, and ask why/why not questions. Understand each sides motivations/needs/desires/fears.
How does the topic of Interests help in a neg.
efficiency; more things to work with; more possibilities to satisfy interests rather than the positions. You find out why the person wants what they want. Focusing on interests is better because if you focus on positions, you get grid-locked. It helps you know where they are coming from. It helps each side not negotiate by their positions, but by their underlying motivations.
Example of Interests
c. The two men negotiating about the radio station while the third man was the facilitator. The facilitator helped the men really figure out why each side wanted what they wanted. By doing so, it sped along the negotiation and helped each side feel like they were getting exactly what they wanted. The facilitator asked each side questions that helped get to the real interests. This lead to a success!
Main idea behind Options
brainstorming possible other ways to meeting interests. An option is a possible agreement or part of one; an option is not a commitment. Explore possible options before any decision making
How does Options help in a negotiation
This helps in a negotiation because it turns a stalemate into a conversation. It helps each side continue talking while coming up with ideas that help both sides get what they want. It helps each party explore multiple different options without committing to a final deal.
Example of Options
c. The example of the labor union negotiation from the film. Each side split up and brainstormed lots of ideas and then they came back to the table to talk through each one. This helped them compromise and actually negotiate. Each side was allowed to talk and give all of their ideas without criticism.
Main idea behind Standards
a. To resolve conflicting interests, the parties should use independent standards. The standards should be relevant and widely accepted. They should be used to persuade both parties that an agreement is fair.
How does having standards help
b. This helps each side believe they are getting a fair deal. It also helps each side and outside parties by keeping the market fair. These concepts help the parties because they could be at a stalemate or severe conflict, and by using the objective and independent standards, both sides can come to a fairer compromise and hopefully move on.
Example of Standards
c. Personal example- selling my Jeep. The Buyer was only making severely low-ball offers after stating they were super interested in my Jeep. After days of talking back and forth with a potential buyer, I showed them what similar Jeeps were going for in the surrounding area and what Kelly Blue Book said my Jeep was worth. By using the independent standards of Kelly Blue Book and other listings of similar Jeeps, the Buyer was more willing to change their offer because they realized what was fair.
Main idea behind People
a. You need to separate the people from the problems. There are emotion and perception problems. Acknowledge yours and the other sides feelings and put yourself in their shoes. Do not cast blame. You must be an active listener and deal with people problems with people techniques. Then, deal with the problem on its merits.
Why does “People” help in neg.
b. This helps the negotiation by having both sides face the problem jointly. It helps each side feel that they are working together to get to a common goal of facing the problem. This also helps each side feel that the other side is valuing what they have to say. By disentangling the people from the problem, the negotiation is more of a joint/team negotiation.
Example of People
c. Personal example- college executive board meeting- I was leading a meeting where we needed to discipline a house mate of ours while helping them not violate our rules again. We had them come to a meeting where we all sat down and talked about what happened. We didn’t blame them for why they acted in a way against our rules, but we faced the problems together. We let him explain his actions and did not interrupt him for close to 20 minutes, and then we dealt with the problem as a unified team. It helped everyone involved feel like they were heard, respected, and valued.
Main Idea with BATNA
a. Best Alternative To a Negotiated Agreement. You need to know it before the negotiation, you must improve on your BATNA, and estimate the other sides BATNA. A BATNA is essentially your fall back plan and it is there to help you know that if you walk away or the deal falls through, what your next plan of action is.
Why does BATNA help
b. This helps the negotiation because it leaves each side with something in their pocket. If the other side tries to change something last minute or one side is being to hard, this helps the other side have power. By considering yours and the other sides BATNA, it helps you be prepared for what can potentially happen if the deal falls through, but it also gives you power because you can know the other sides potential options.
