Typical vs Principled Negotiation
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Getting to Yes via Principled Negotiation
By Marissa Martinez
Dive into different approaches to negotiation, including hard vs. soft negotiation and principled negotiation. Find how storyboards can help you prepare and seek all alternatives to any negotiation. Get what you want when you negotiate with these Getting to Yes strategies. Find information on lose-lose, win-win, and win-lose negotiations in Getting to Yes via Principled Negotiation.
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Storyboard Description
Typical Negotiattion vs Principled Negotiation
Storyboard Text
- 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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