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17 Cards in this Set
- Front
- Back
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- What are hidden interests
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The real reason why people want what they want
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- factors that influence a good decision (12)
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o Knowledge, Benefits/improvement, Influence, Overall costs, Criteria, Timing, Ethics
o The weight of the argument o Shared values o Common interests o Good information o The ability to act |
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- considerations regarding disagreement (5)
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• Why can you not agree
• What values are being considered • What are the real interests • Is the information factual • Can it be done as planned |
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- What are hidden motives
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The pressure behind the negotiation
• “if I don’t sell this, I’ll love my job” • “I need the money right now” • “the higher the price, the bigger my commission” |
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- dominant points in negotiation (7)
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• Interests and Hidden Motives
• Options • Alternatives • Legitimacy • Communication • Relationship • commitment |
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- major obstacles to in inventing options (4)
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o Premature judgment
o Single answer solutions o Fixed pie o Own problem to solve their own problem |
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- recommendations to overcoming obstistacles (4)
(prior to Brainstorming) |
• Don’t judge options too quickly. You can modify them if they are adopted
• weigh the value of options • try to adhere to options that have mutual benefit • make options less complicated forthe other side |
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- tips for Brainstorming ideas (5)
(during Brainstorming) |
• have a defined objective
• have a couple of people involved • change the physical environment o be in a relaxed setting • select a person to be facilitator • do not make negative comments or rule-out any ideas |
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- tips on Environment for overcoming obstacles (4)
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• participants should work side by side
• set and clarify rules of behaviour • work toward extracting as many ideas as possible • write the ideas on paper/boards to keep track of them and review them |
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- tips on the Process of brainstorming for overcoming obstacles (3)
(after brainstorming) |
• identify the most promising ideas
• improve the most promising ideas with added comments • set a time to review the brainstorming ideas and move toward decision making |
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- tips for Brainstorming with the other side (2)
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• make proposals as ‚suggestions’ only
• offer a choice of 2 options for every idea – to avoid having options sound like offers |
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- requirements of cooperative negotiating (3)
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• Requires “cooperation” to avoid competitive negotiation tactics
• Understanding the real objectives while protecting relationships • Must agree on protecting mutual benefits |
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- steps in cooperative negotiating (2)
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Step 1
o Recognizing that “fixed pie” negotiating will not produce the best results for everyone Step 2 o Agreement to work together for each other in a non-combative way |
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- methods to prepare for mutual gain (5)
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• No criticism
• No commitment • Develop options • Evaluate options • No quitting |
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- reasons not to bargain over positions (4)
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• Arguing over positions produces unwise agreements
• Arguing over positions is inefficient • Arguing over positions endangers an ongoing relationship • When there are many parties, positional bargaining is even worse |
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- points on principled negotiation / negotiation on the merits (4). Give an example for each
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People
• Separate the people from the Problem Interests • Focus on interests, not positions Options • Generate a variety of possibilities before deciding what to do Criteria • Insist that the result be based on some objective standard |
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- sources of power in negotiations (8)
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• Need
• Options • Time • Relationship power • Investment • Credibility • Knowledge • Skill NO TRICKS |
