Principled Negotiation Flashcards
Substance
Hard bargaining soft bargaining
Process
Tit for tat
Strengths of principled negotiation (win win)
Focus on underlying interests
Known as integrative or win-win
Issue/interest as shared problem
Four methods of principled negotiation (WINWIN)
- Separate people from problem (don’t accuse)
- Interest vs positions (deflect and focus)
- Invent options for mutual gain(focused on process) (availability not opportunity)
- Objective criteria (why the low chair?)
Separate people from problem don’t accuse
Separate substantive from relational
Sit in their shoes
Knowledge emotions and address separately
Interest versus positions deflect and focus
What you say versus what you need
Identifying interests
Basic needs as interests
Reasonable and doable
Invent options for mutual gain
Process-availability not opportunity
Brainstorming process
Asking experts varied possibilities and scope
Their problem your problem
Four obstacles to inventing options
Objective criteria
Why be objective
Developing objectivity ID objective criteria
Their standards are procedures
Yielding to the principal not pressure
External objectivity
Principal not pressure
standards of fairness
efficient independence
allows face saving
BATNAs (Best alternative to a negotiated agreement)
BATNA’s vs bottom line
Developing BATNA
revealing BATNA
Consider others BATNA
Consider others BATNA…more u know…
Better prepared
when to hold
went to fold
builds confidence
BATNA (1234)
List actions you might take
Home list to improve options select from best of all alternatives judge all offers against your BATNA
Negotiation jujitsu (turning power around) 3 attack types:
Pushing position (hypos)
attacking ideas
attacking you
Dirty tricks
Recognize, raise, and question
Verify phony facts
Check ambiguous authority
Trust but verify dubious intentions
Psych ops
Stressful situations -bring up, take brake, switch valid points
Personal attacks- recognize weakens, notifying ends
Good cop: bad cop
