Principled Negotiation Techniques (week 1, Lecture 6) Why positional bargaining is not durable, efficient or friendly?

Transcription

1 Principled Negotiation Techniques (week 1, Lecture 6) Why positional bargaining is not durable, efficient or friendly?

2 Positional negotiators Strongadversarial Parties are adversaries Soft-self sacrificing Parties are friends MariaClaudia SolarteVasquez TUT 2

3 Positional negotiators Strongadversarial Goal: victory Soft-self sacrificing Goal: an agreement at any cost MariaClaudia SolarteVasquez TUT 3

4 Positional negotiators Strongadversarial Demands are conditions for the negotiation Soft-self sacrificing Make consessions to protect it MariaClaudia SolarteVasquez TUT 4

5 Positional negotiators Strongadversarial Keep strong in every way possible Soft-self sacrificing Be soft on people and the problem MariaClaudia SolarteVasquez TUT 5

6 Positional negotiators Strongadversarial Distrust and challenge Soft-self sacrificing Trust is a convincing factor MariaClaudia SolarteVasquez TUT 6

7 Positional negotiators Strongadversarial Emphasize your position Soft-self sacrificing Change your mind easily MariaClaudia SolarteVasquez TUT 7

8 Positional negotiators Strongadversarial Threats Soft-self sacrificing Offers MariaClaudia SolarteVasquez TUT 8

9 Positional negotiators Strongadversarial Hide and mislead your bottom line (secrecy) Soft-self sacrificing Disclose your MPA at once MariaClaudia SolarteVasquez TUT 9

10 Positional negotiators Strongadversarial Accept one sided gains without questions Soft-self sacrificing Accept one sided looses without questions MariaClaudia SolarteVasquez TUT 10

11 Positional negotiators Strongadversarial Search for one single answer: yours Soft-self sacrificing Search for one single answer: Theirs MariaClaudia SolarteVasquez TUT 11

12 Positional negotiators Strongadversarial Insist of your way Soft-self sacrificing Insist on the agreement in any way MariaClaudia SolarteVasquez TUT 12

13 Positional negotiators Strongadversarial Work very hard for self image Soft-self sacrificing Impressed by the other party s personality MariaClaudia SolarteVasquez TUT 13

14 Positional negotiators Strongadversarial Pressure tactics: pressure, delays, scandals Soft-self sacrificing Yield to pressure or try to counter act similarly MariaClaudia SolarteVasquez TUT 14

15 MariaClaudia SolarteVasquez TUT 15

16 Positional bargaining Is not efficient Endangers ongoing relationships Does not distiguish between substance and interaction Causes serios difficulties in complex negotiations polarization- In conclusion it produces if anything, risky agreements at a very high cost. MariaClaudia SolarteVasquez TUT 16

17 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Parties are associated MariaClaudia SolarteVasquez TUT 17

18 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Goal: Durable, efficient and friendly result MariaClaudia SolarteVasquez TUT 18

19 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Separate the people from the problem MariaClaudia SolarteVasquez TUT 19

20 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Attack the problem and respect the parties MariaClaudia SolarteVasquez TUT 20

21 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Negotiate regardless of trust MariaClaudia SolarteVasquez TUT 21

22 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Shift the negotiation from the positions onto the interests MariaClaudia SolarteVasquez TUT 22

23 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Define interests MariaClaudia SolarteVasquez TUT 23

24 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Do not make the negotiation depend of a MPA MariaClaudia SolarteVasquez TUT 24

25 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Look for mutually benefitial options MariaClaudia SolarteVasquez TUT 25

26 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS insist in deciding based on objective criteria MariaClaudia SolarteVasquez TUT 26

27 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS insist in deciding based on objective criteria MariaClaudia SolarteVasquez TUT 27

28 Alternative to positional bargaining Being soft with the people and strong with the problem. Discussion based on MERITS Accept merits, ignore the pressure. Do not be impressed by apparent power. MariaClaudia SolarteVasquez TUT 28

29 First principle Separate people from the problem. MariaClaudia SolarteVasquez TUT 29

30 MariaClaudia SolarteVasquez TUT 30

31 Separate the objective part from the subjective aspects; deal with them separately Correct the mismanagement of: -Perceptions -Emotions -Communication MariaClaudia SolarteVasquez TUT 31

32 PERCEPTIONS Put yourself on their shoes Avoid projection Avoid blaming Comment on mutual perceptions Act inconsistently with their faulty perceptions on you Invite all parties (participation) Help their image MariaClaudia SolarteVasquez TUT 32

33 Second principle Focus on interests and dismiss positions MariaClaudia SolarteVasquez TUT 33

34 Third principle Invent mutually beneficial options MariaClaudia SolarteVasquez TUT 34

35 CREATIVE Process, COMMON! MariaClaudia SolarteVasquez TUT 35

36 Fourth principle Insist that the result be based on objective standards MariaClaudia SolarteVasquez TUT 36

37 MariaClaudia SolarteVasquez TUT 37

38 This is not quiet the end. MariaClaudia SolarteVasquez TUT 38