Typical vs Principled Negotiation
Uppdaterad: 11/16/2017
Typical vs Principled Negotiation
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Komma Till Ja via Principerad Förhandling

Genom Marissa Martinez

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Storyboard Beskrivning

Typical Negotiattion vs Principled Negotiation

Storyboard Text

  • CONFLATE PEOPLE WITH THE PROBLEM
  • TYPICAL NEGOTIATION
  • You've got to be some sort of quack, prescribing me all these pills!
  • SEPARATE PEOPLE FROM THE PROBLEM
  • PRINCIPLED NEGOTIATION
  • I'd really like to keep my daily medications simple. Do you think that's possible?
  • Typical negotiators get hung up on perceptions, emotions, communication difficulties. They may become distracted by the interpersonal aspects of the negotiation.
  • FOCUS ON POSITIONS
  • Well, you're welcome to get a second opinion then!
  • Principled negotiators identify and set aside relationship issues from substantive issues and deal with them separately.
  • FOCUS ON INTERESTS
  • There's no way that's in the budget this year, we could do 5%.
  • I'm going to need a 15% raise.
  • Then I'd rather be on the golf course.
  • I'm going to need a 15% raise. Ideally I'd have a more flexible schedule and a stronger focus on mentoring.
  • We want to keep your experience and institutional knowledge, without paying an arm and a leg for it.
  • Negotiators assume postures that obscure their actual objectives. The negotiation then centers around these positions, rather than the interests of the parties.
  • ASSUME ONE SIDE MUST "WIN"
  • Why should I pay to replace the fence? It's your kids who are always leaving things in my lawn!
  • Principled negotiators concentrate on understanding what will be beneficial to the parties and identifying underlying goals, discovering whether there is common ground.
  • INVENT OPTIONS FOR MUTUAL GAIN
  • If you pay for supplies, I'm happy to install it myself. Should boost both our property values.
  • Typical negotiators engage with obvious or original positions, rather than looking for creative alternatives.
  • DEFAULT TO SUBJECTIVE CRITERIA
  • I'm not paying when it's your dog always "leaving things" in my yard!
  • Principled negotiators act as problem solvers. They work together to create solutions that satisfy the true goals of both parties.
  • INSIST ON OBJECTIVE CRITERIA
  • Great! Even with composite materials, it shouldn't be very expensive either.
  • I know it needs a bit of a touch-up, but the owners have lived here a long time, and you can't put a price on memories.
  • Well, the listing sure seemed to put a price on it.
  • This place is a dump. How could anyone live here?
  • The list price reflects recent sales of similar acreage nearby with contemporary structures.
  • Is that adjusted for the estimated repair costs to get it up to code?
  • Typical negotiators form internal opinions of what is fair and use these views to measure the reasonableness of their opponents.
  • Principled negotiators look outside the negotiation to see what other, similarly situated parties have done. They use this as a common measure to evaluate offers.