KEY LEARNING

How to develop joint problem solving procedures when other party

does not want to cooperate.

To develop an approach that is inflexible towards problem but
flexible towards people included in negotiation.

Develop an approach that includes your ability to react to situation
and opponent emotional prospect towards situation .

Preparation for negotiation that involves uncooperative, intransigent
opponents should include following :-

1. BATNA
2. Appeal for all the parties included.
3. Sentiments and emotional prospective of other party .



CRITIQUE
Many times in a negotiation we came across people who are
uncooperative and intransigent .

Such people normally behave badly in negotiation because of following
reason :-
Attacks/Counterattacks
Anger/Suspicion
Habit of hard bargaining
Interests conflict

Ury proposes a five-step process, as follows:

1. Don't react : Many times in a competitive negotiation we indulge in
anger and fight back . During such situation one should GO TO
BALCONY and develop less emotional viewpoint.


2. Disarm them

Many times instead of fighting we should listen to our opponent
and show respect to there viewpoint . By choosing this path we
can expect a similar reaction form them towards us. If necessary
we should also apologise for the misunderstandings.

3. Change the game

Rather then showing rejection for there opinion or viewpoint we
should reframe words which shows there interest in the approach
to a collaborative solution



4. Make it easy to say yes
Build a golden bridge between you and opponent. Make them
believe that the available solution is the best possible and make
them say YES


5. Make it hard to say no
In adverse conditions of negotiation we should choose our way
towards BATNA.
Our central aim should be to bring them into senses by educating
them and not to bring them on their knees. Making them aware of
the alternate way which you can choose and aim for mutual
satisfaction and not win loose condition.


COMPARATIVE ANALYSIS
When it comes to the real field of negotiation, conventional wisdom
usually is wrong. Many people believe that good negotiator should be
aggressive, dominating , indulge in bluffing .

Both the books deals how to deal with ugly negotiation that is dealing
with irrationality, distrust, anger, threats, and ego.

How to negotiate rationally in irrational world.

How to accommodate the emotions and viewpoints of the all the parties
involved in negotiation .

How to arrive at solution that is beneficial for the all , without loosing
the sight of problem.