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Typical vs. Principled Negotiations

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Typical vs. Principled Negotiations
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Typical vs. Principled Negotiations: Contrasting the typical approach to negotiations with the principled approach proposed in Getting to Yes.

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  • Conflate people with the problem
  • Typical Negotiation
  • Separate people from the problem
  • Principled Negotiation
  • Typical negotiators get hung up on perceptions, emotions, communication difficulties. They may become distracted by the interpersonal aspects of the negotiation.
  • Focus on positions
  • You've got to be some sort of quack, prescribing me all these pills!
  • 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
  • I'd really like to keep my daily medications simple. Do you think that's possible?
  • Then I'd rather be on the golf course.
  • I'm going to need a 15% raise.
  • There's no way that's in the budget this year, we could do 5%.
  • 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
  • Great! Even with composite materials, it shouldn't be very expensive either.
  • 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
  • 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.
  • 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?
  • Well, the listing sure seemed to put a price on it.
  • 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.
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