Smo 412

Front 1

4 obstacles that inhibit options

Back 1

1) premature judgement
2)searching for the single answer
3) assumptions of a fixed pie
4) solving their problem is their problem

Front 2

4 Steps in creating options

Back 2

1) separate inventing from deciding
2) broaden the option table
3) search for mutual gains
4) invent ways to make their decision easier

Front 3

circle chart

Back 3

1. problem
2. analysis
3. approaches
4. action ideas

Front 4

mutual gain

Back 4

1. identify shared interest
2. dovetail different interests
3. ask their preference

Front 5

negotiating with criteria

Back 5

1. frame each issue as a joint search for objective criteria
2. reason and be open to reason as to which standards are most appropriate and how they should apply
3. never yield to pressure; only to principle

Front 6

BATNA

Back 6

best alternative to a negotiated agreement

Front 7

generating a BATNA

Back 7

1. invent a list of actions you might take if no agreement is reached
2. improve some of the more promising ideas and turn them practical
3.selecting the alternative that best fits

Front 8

their attack

Back 8

1. asserting their postion
2. attacking your ideas
3. attacking you