negotiation a 'yes' agreement by derek hendrikz
DESCRIPTION
Negotiating Yes by Derek Hendrikz summarises the book "getting to yes - negotiating an agreement without giving in" by authors William Ury and Roger Fisher. Don't bargain over positions, separate people from the problem, focus on interest not positions, invent options for mutual gain, insist on using objective criteria, develop your BATNA, best alternative to negotiated settlement.TRANSCRIPT
(1) Don’t Bargain over Positions
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Don’t Bargain Over Positions…
• Produces unwise agreements;
• Is inefficient;
• Endangers an ongoing relationship; and
• Leads to deadlocks.
Arguing over positions:
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change the game…… usePrincipled Negotiation
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Principled Negotiation
boils down to 4 Basic Points…
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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(2) Separate People from the Problem
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Separating People from the Problem…
• Negotiators put people first
• Every negotiator has two kinds of interests: substance
and relationship
• Separate relationships from substance, and deal directly
with people problems
• Prevention works best
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Adjust your Perception…
• Put yourself in their shoes• Don’t deduce their intentions from your fears• Don’t blame them for your problems• Discuss each other’s perceptions• Look for opportunities to act inconsistently with their
perceptions• Give them a stake in the outcome by making sure
they participate in the process• Face-saving: Make your proposals consistent with
their values
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Working with Emotion…
• First recognise and understand emotions (theirs and yours)
• Make emotions explicit and acknowledge them as
legitimate
• Allow the other side to let off steam
• Don’t react to emotional outbursts
• Use symbolic gestures
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Effective Communication…
• Listen actively
• Speak to be understood
• Speak about yourself, not them
• Speak for a purpose
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(3) Focus on Interest NOT Positionswww.derekhendrikz.com
Focus on Interests, not Positions…
• For wise solutions reconcile interests, not
positions
• How do you identify interests?
• Ask “Why?”
• Ask “Why not?”
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Talk about Interests…
• Make your interests come alive
• Put the problem before your
answer
• Look forward not back
• Be concrete but flexible
• Be hard on the problem, soft on
the people
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(4) Invent Options for Mutual Gainwww.derekhendrikz.com
Invent Options for Mutual Gain…
• Premature judgement
• Searching for the single answer
• The assumption of a fixed pie
• Thinking that “solving their problem is their problem”
In most negotiations, four major obstacles inhibit an abundance of options:
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To invent creative options, you will have to…
• Separate inventing from deciding
• Broaden the options
• Search for mutual gains
• Invent ways of making their decisions easy
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(5) Insist on using Objective Criteriawww.derekhendrikz.com
Insist on using objective criteria…
• Commit yourself to reaching a solution based on
principle, not pressure.
• Principled negotiation produces wise agreements
amicable and efficiently
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Develop objective criteria by establishing…
• Fair standards
• Fair procedures
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Negotiating with objective criteria…
• Frame each issue as a joint search for objective
criteria
• Reason and be open to reason as to which standards
are most appropriate and how they should apply
• Never yield to pressure, only on principle
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(6) Develop your BATNAwww.derekhendrikz.com
BATNA…
The difference between a BATNA and a bottom line is
that the BATNA leaves you options whilst bottom line
leaves you with a deadlock, if your negotiating partner
is not prepared to give in.
Best Alternative To a Negotiated Agreement:
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The better your BATNA the greater your power…
• Invent a list of actions you might conceivably take if no agreement s reached.
• Improve some of the more promising ideas and convert them into practical alternatives.
• Select, tentatively, the one option that seems best.
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Make your case
stronger by considering the other
sides BATNA
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How did Cyril and Roelf get to YES?Watch the video and learn how applying these principles has changed the fate of South Africa
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What was the ANC’s Position?
Immediate majority
rule.
Immediate release
of political
prisoners on death
row.
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What was the NP’s Position?
No total surrender
to majority rule.
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Separate people from the problem?
Worked hard on building a personal
relationship.
Developed a common vision that they
could both work towards.
Spent hours on understanding each
others fears and expectations.
Filled the gaps for each other where the
one did or could not understand.
Kept the communication lines open – met
privately in a place called the “channel”…www.derekhendrikz.com
Focus on interest, not positions?
Developed ‘Face Saving’ mechanisms in
the form of ‘safe’ one-on-one discussions
where they could speak openly and
honestly about interests and needs.
Conceded the weaknesses of their own
case.
Constantly negotiate towards a common
vision.
Collectively held the belief that every
problem has a solution.www.derekhendrikz.com
Invent options for mutual gain?
Apart for the formal mandate, also had a
‘open’ mandate that allowed for some space
and exploration.
Allowed positions to evolve towards a place
of realism.
They negotiated on various levels (Cyril
negotiated with Roelf, the masses and the
ANC… Roelf negotiated with Cyril and the
NP, etc..)
They sold ideas and common interest to their
constituencies.www.derekhendrikz.com
Insisted on using objective criteria?
Looked at various constitutions around
the world, and in doing so created
various bench marks.
Used experts and advisors who
consulted them on what would work and
not work in a conflict ridden society.
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PMBOK 6 point Star Variables
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Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources