Negotiation Jujitsu

What if They wont Play (Use Negotiation Jujitsu) Getting to YesNegotiating Agreement Without Giving In By Roger Fisher and William Ury Vikas Singh Ed Hill What if They Wont Play Theymaystatetheir couchinunequivocal terms Concernedonlywithmaximizingtheirowngains Theymay ack-ack gunyouinplaceofattackingthe problems Three Basic Strategies What you kitty do What they potentiometer do Negotiation Jujitsu What a third party can do One textbook Mediation Procedure Negotiation Jujitsu Three Basic Maneuvers Asserting their position forcefully fight your ideas Attacking you tire outt attack their position, look behind it Neither reject nor accept the position Treat it as one possible option Look for interest and teachings behind it Think of ship canal to improve it Dont defend your ideas, invite criticism and advice Invite criticism, instead of resisting it Ask them what is persecute with a particular idea or an option Use their criticism and advice to find out their c ardinal interests and article of beliefs Rework your ideas in light of what you learnRecast an attack on you as an attack on the problem go the temptation to defend yourself or attack them Listen to them Understand what they be saying Recast their attack on you as an attack on the problem Ask questions and pause Use questions instead of statements suppress One-text procedure C solely in a third party to Separate the people from the problem carry on the discussion to interests and options Suggest impartial basis for resolving differences Separate invention from decision making How does a third party do this Asksabouttheinterestsratherthanpositions Learnallabouttheirneedsandinterests Suggest a provisional solution/recommendation Askthemtocritiqueitorsuggestimprovements Improvisetherecommendationinlightofinputs Presentthefinalsolution Getting them to dally The case of Jones Realty and Frank Turnbull $600 rent per month Apartment under rent control easy lay rent a t $466 per month Mrs. Jones reimburses after several long principled negotiation sessions line of work Phrases interest flush me if Im wrong. We instruct what youve done for us. Our concern is fairness We would like to settle this on the basis of Independent standards, non of who can do what to whom Trust is a separate issue Stock Phrases (cont. ) CouldIaskyouafewquestionstoseewhether my facts are right? Whatstheprinciplebehindyouraction? LetmeseeifI translatewhatyouresaying Letmegetbacktoyou Let me show you where I lay down trouble following some of your logical thinking Stock Phrases (cont. ) One fair solution might be. If we agree.. If we disagree. Wed be happy to see if we can leave when its most convenient for you Its been a pleasure dealing with you Please correct me If Im wrong Establish dialogue based on reason Invitation to participate pricey probability you wont lose side of meat Opening to correction and persuasion sets the tone We appreciate what youve done for us Through support, separate people from problem Defuses self-image threat Other side forthwith has something to lose Praise and support Our concern is fairness Take basic stand on principle Remain open Both ends and means to accomplish ends are principled We would like to settle this on the basis of independent standards, no of who can do what to whom Dont lose temper- and thus, control plant negotiation back to merits Good example of negotiation jujitsu Reinforces principled negotiation Trust is a separate Issue Slip out of corner Remain firm on the principle Could I ask you a few questions to see whether my facts are right? Statements of fact can be threatening, questions are better Phrasing info as questions allows open participation Lays foundation for agreed upon facts Whats the principle behind your action? A principled negotiator neither accepts nor rejects new(prenominal) sides assent Leads other side to search for reasons Negotiati on continues on principle Let me see If I understand what youre saying Principled negotiation requires good communication Other side more probable to listen and be more receptive Let me get back to you Good negotiator seldom makes important decisions on the spot Timeanddistancehelptoseparatepeoplefrom problem Goodnegotiatorscomestotablewithcredible reason for leaving Allowsdiscussionwithconstituents(Paul) Freshcommitmenttoprinciplednegotiation Let me show you where I have trouble following some of your reasoning Present reasons before offering proposal Proposal head start will often lead to other side not listening to reasons Considering counterproposals One fair solution might be. Proposal not as yours, but as fair option Proposal not as only solution, but one fair solution If we agree.. If we disagree. Try to make it easy for other side Trickiest part is to communicate the alternative Use of third party Creates distance, thus, separation of people from problems Do nt always reveal BATNA Wed be happy to see if we can leave when its most convenient for you Incorporate other sides interests Allows for other side to save face Other side feels good about agreement Its been a pleasure dealing with you suppress on a good note Reestablishes principle of separation of people from problem Relationship maintain Summary You can get the other side to play principled negotiation, even if they dont want to at first Principled negotiation, negotiation jujitsu, or a third party all work