Typical vs Principled Negotiation
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Typical Negotiattion vs Principled Negotiation
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- CONFLATE PEOPLE WITH THE PROBLEM
- TYPICAL NEGOTIATION
- You've got to be some sort of quack, prescribing me all these pills!
- SEPARATE PEOPLE FROM THE PROBLEM
- PRINCIPLED NEGOTIATION
- I'd really like to keep my daily medications simple. Do you think that's possible?
- Typical negotiators get hung up on perceptions, emotions, communication difficulties. They may become distracted by the interpersonal aspects of the negotiation.
- FOCUS ON POSITIONS
- 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
- There's no way that's in the budget this year, we could do 5%.
- I'm going to need a 15% raise.
- Then I'd rather be on the golf course.
- 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
- 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
- Great! Even with composite materials, it shouldn't be very expensive either.
- 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.
- Well, the listing sure seemed to put a price on it.
- 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?
- 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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