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Negotiator
MDI - emarald
Convert Negotiation as a Corporate Capability
• Ensure that negotiators priorities remain tightly linked to
the Company’s Priorities
• Broaden the measures used to evaluate negotiators’
performance beyond matters of cost and price
• Walk away from the deal that is not of company’s
overall best interest
•Outcome of Negotiations does not
hinge solely on the negotiator’s
individual skills.
• Negotiation can be coordinated
and supported like other function.
Serfin- Mexican Bank
• Faced the problem of large number of defaulters
Bluff
Threats
Nibble
Appeals to ‘reason’
An Alternative: Interest-Based
Negotiations*
Separate the people from the problem
Focus on interests, not positions
Invent options for mutual gain
Insist on objective criteria
Principle 1: Separate the People
from the Problem
Disentangle the people from the problem
Deal with the people problem: acknowledge
perceptions, emotions
Listen actively
Speak to be understood
Speak about yourself, not them
Principle 2: Focus on Interests,
Not Positions
Positions: What disputants say they want in
a negotiation: a particular price, job, work
schedule, change in someone else’s
behavior, revised contract provision, etc.
Interests: Underlying desires or concerns
that motivate people in particular situations
(May sometimes be the same as their
positions!)
Principle 3: Invent Options for
Mutual Gain
Focus on the variety of ways issues/
interests (yours/theirs) might be addressed?
Avoid assuming there’s a single solution
Separate brainstorming from evaluation of
options
Don’t assume zero-sum conditions
Think creatively
Principle 4: Insist on Objective
Criteria
Fair standards: market value, precedent,
blue book value, professional standards,
“best practice,” industry average, equal
treatment, etc.
Fair procedures: e.g. last best offers, taking
turns, drawing lots
Principle 5:
Change Mental Models that
Filter Reality
“Mental models are the images,
assumptions and stories which we carry in
our minds about ourselves, other people,
institutions and every aspect of the world.”
Use non-aggressive
language
Draw out reasoning
Ask for examples
Check understanding of
what you heard
LISTEN & STAY OPEN
Effective Actions
Be clear about desired outcomes
Focus on outcomes—resist distractions
Forego revenge—practice forgiveness
Create multiple options for yourself
Give up always having to be “right”
Avoid arguments with someone looking for a fight
Rehearse constructive thoughts and feelings
High High
Importance Importance
TEDDY BEAR OWL
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GOALS High
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Importance Importance
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