Interests power right Reconciling interests costs less and

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Interests – power - right “Reconciling interests costs less and yields more satisfactory results

Interests – power - right “Reconciling interests costs less and yields more satisfactory results that determining who is right, which, in turn costs less and satisfies more than determining who is more powerful”

Interest-based negotiation • • • Reconcile interests Problem-solving approach Creative solutions Common ground Trade-offs

Interest-based negotiation • • • Reconcile interests Problem-solving approach Creative solutions Common ground Trade-offs Concessions

Rights-based negotiation • Cased on laws • Negotiation • arbitration

Rights-based negotiation • Cased on laws • Negotiation • arbitration

Power-based negotiation • Coercion • Aggression • Witholding benefits

Power-based negotiation • Coercion • Aggression • Witholding benefits

Which is the best option? • Transaction costs eg strikes, replacement • Satisfaction of

Which is the best option? • Transaction costs eg strikes, replacement • Satisfaction of outcomes: “fairness” • Effect on the relationship: long-term, the ability to work together • Recurrence – agreement does not ¡stick’

Bear in Mind • Interests v Rights/Power – often off the topic • Rights

Bear in Mind • Interests v Rights/Power – often off the topic • Rights v Power – strain relationship (eg parents/kids) • Power and coercion can damage relationships

‘Classical’ options/styles • • • AVOID ACCOMODATE COMPETE COLLABORATE COMPROMISE NO STRATEGY Lose- Lose

‘Classical’ options/styles • • • AVOID ACCOMODATE COMPETE COLLABORATE COMPROMISE NO STRATEGY Lose- Lose - Win - Lose Win – Win? / Lose – Lose? “let the chips fall” / ‘laissez faire’, lazy?

Selecting a Strategy • Relationship concerns: past present and future • Outcome concerns: how

Selecting a Strategy • Relationship concerns: past present and future • Outcome concerns: how important is it? • • • Situation Preferences Experience Style Perceptions

On style

On style

Effective Negotiators • Focus on the right problem: • Daniele Vare “the art of

Effective Negotiators • Focus on the right problem: • Daniele Vare “the art of letting them have your way”

Mistake 1: Neglecting the other side’s interests • “Power doesn’t come from telling the

Mistake 1: Neglecting the other side’s interests • “Power doesn’t come from telling the other side you are powerful” • “If you want to change someone’s mind you should first learn where that person’s mind is” Rupert Murdoch

Mistake 2: Thinking Price is more important than other factors • 50% emotion, 50%

Mistake 2: Thinking Price is more important than other factors • 50% emotion, 50% economics • Life is more than economics • Perceived fairness, Self-image, Reputation a) Relationship b) Social contract “spirit of the deal” c) Process: personal, straight forward, respectful, fair d) Interests of ALL (there are others involved)

Mistake 3: Position drives out interests • Issues are on the table for agreement

Mistake 3: Position drives out interests • Issues are on the table for agreement • Positions: how a party stands on an issue • Interests: underlying concerns

Mistake 4: Searching too hard for common ground

Mistake 4: Searching too hard for common ground

Mistake 5: Neglecting BATNAs

Mistake 5: Neglecting BATNAs

Mistake 6: Skewed vision

Mistake 6: Skewed vision

3 phases 1. The information phase 2. The competitive phase 3. The cooperative phase

3 phases 1. The information phase 2. The competitive phase 3. The cooperative phase

Tactics in the competitive phase • • “principled” offers and concessions Argument Threats and

Tactics in the competitive phase • • “principled” offers and concessions Argument Threats and promises Silence and patience Limited authority Anger Aggressive behaviour Uproar

More tactics • • • Settlement brochures and video presentations Boulwareism : best offer/take

More tactics • • • Settlement brochures and video presentations Boulwareism : best offer/take it or leave it Br’er Rabbit: reverse psychology Mutt and Jeff: Belly up Passive-aggressive

• Any questions? • For next week, bring in a CV and a

• Any questions? • For next week, bring in a CV and a covering letter for an internship of your choice

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