Getting to Yes Negotiating Agreement Without Giving In[精品].ppt

Getting to Yes: Negotiating Agreement Without Giving In Roger Fisher William Ury Win-Win Negotiating Approach What is a good agreement? A good agreement is one that is wise and efficient, and which improves the parties’ relationship Positional bargaining Ex. Haggling over price Inefficient Ignores interests * 4 Principles of Negotiation Separate the people from the problem Focus on interests rather than positions Generate a variety of options before settling on an agreement Insist the agreement be based on objective criteria * Negotiation process Analysis of the situation or problem What are the other party’s interests and perceptions? What are the existing options? Plan ways to respond to the situation and the other parties The parties discuss the problem to find a solution they can agree on * Separating people from issues Differences in perception Create empathy Avoid blame and attacks Make proposals that will appeal to the other side The more involved in the process the more likely they will support the outcome * Separating people from issues Emotions Acknowledge them and try to understand their source Defuse strong emotions React calmly—apologize if need be * Separating people from issues Communication The use of active listening skills In general, people problems can be avoided by having a good relationship--partners * Focus on interests “Your position is something you have decided upon. Your interests are what caused you to so decide”  Fisher Uri as quoted in Burgess Burgess Ask Explain Look forward to solution not back to blame Remain open * Generate Options Obstacles to generating solutions Premature decisions Narrowing options to find a single solution Looking for a win-lose solution The other side should solve the problem * Generate Options Separate the “invention” process from the evaluation stage Brainstorm After generating ideas, then evaluate the most promising ones Look for shared interests Look for items that are low cost to you but high va