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Contracts, Sales, Salary, Prices, Conditions, and Agreements in General: Win-Win Approach to Negotiating Deals
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Successful Negotiator: Master in Agreements Negotiation
Principled Negotiation: Focus on Interests to Create ValuePrincipled negotiation, as described in the bestselling negotiation book Getting to Yes, encourages us to share and explore the deeper interests underlying our stated positions. In this course, you will learn The Principled Negotiation Approach to negotiating agreements. Principled negotiation is an interest-based approach to negotiation that focuses primarily on conflict management and conflict resolution. Principled negotiation uses an integrative approach to finding a mutually shared outcome. Principled negotiation is synonymous with the more popular phrase Win-Win. This phrase was originally taken from game theory. First explained in the book Getting to Yes, principled negotiation is used mostly in North America. Although the authors drew from various disciplines in their 1981 book Getting to Yes (including many lessons taken from NLP), many mediation practitioners and academics have subsequently contributed in answering the challenging question: how can we best achieve principled negotiation in many different contexts? The condensed result of these studies is presented in this course, Successful Negotiator: Master in Agreements Negotiation. Inexperienced negotiators and even many experienced negotiators tend to assume they have a choice between two main strategies: negotiate in a tough, demanding manner or in a friendly, accommodating manner. In fact, theres a better, third way of negotiatingone that doesnt rely on toughness or accommodation, but that will improve your likelihood of meeting your negotiation goals. This course promotes principled negotiation, or negotiation on the merits, which is designed to produce wise outcomes efficiently and amicably. The main principles of this approach to negotiation are: Lesson 1. See First People, Then the ProblemEmotion, communication and perception can cloud the issue being negotiated. When negotiating, especially if you or the other person feels or perceives you are at a disadvantage, you will react with emotions such as fear or anger. Often, lack of communication causes negotiations to fall apart. People talk around each other or do not listen to what the other person says. Parties engaged in negotiations should put themselves in the other persons situation and think of each other as partners not adversaries. Lesson 2. Focus on InterestsInstead of focusing on your position on a subject, which implies other views on the same subject are inferior, principled negotiation suggests having discussion about common interests. First you must to identify the interests of each party regarding the issue. Ask them why they have a particular stance. Each party has a number of interests underlying their positions. Discuss these interests and stay focused on a solution. Lesson 3. Generate Options for Mutual GainIt is important to generate plenty of options for a possible solution. To do this, its also important to not judge the ideas. Some people refer to this as brainstorming, which can be an effective exercise in creativity. This activity is informal and should involve shifting your thinking among the tasks of stating the problem, analyzing it, taking general approaches, and considering specific actions. During the evaluation phase, start with the most promising ideas. Lesson 4. Use Objective CriteriaParties should use objective criteria when strong, direct opposition is present. Develop objective criteria that might include legal precedent, scientific studies and industry statistics. If both sides agree to the validity of the information and see it as a standard they can agree to, then it is objective. Lesson 5. Obstacles to a ResolutionNot all negotiations result in a solution. Power, the use of dirty tricks and refusal of the other party to use principled negotiation all can kill a deal. When power is an issue, the weaker party should develop a best alternative to a negotiated agreement. This acts as an alternative to bottom-line thinking in which parties evaluate the worst possible outcome before negotiations start. The weaker party should turn down solutions that would be worse than their best alternative. Power in a negotiation comes from the ability to walk away from negotiations. When the other party doesnt use principled negotiating, just keep at it. Dont respond to attacks, direct them at the problem. Dirty tricks can muddy the negotiations too. Use the four principles of principled negotiation to establish ground rules for the negotiations. Lesson 6. Develop your Alternatives Negotiators should always understand their alternatives. Parties should never accept an agreement that is worse than the one they might have gotten or that may make them worse off than before negotiation. Understanding the alternative to a negotiated settlement allows the parties to manage more effectively differences in power and to understand that they are negotiating to produce something better than that alternative. Principled negotiation is one of the most useful approaches to resolving a conflict
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