Negotiation: Difference between revisions
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BATNA: Best Alternative to a Negotiated Agreement | BATNA: Best Alternative to a Negotiated Agreement | ||
Getting to yes 4 principles | Getting to yes 4 principles | ||
1) separate the person (emotion) from the problem | 1) separate the person (emotion) from the problem | ||
2) focus on their interest (why they are asking for it) rather than on their position (what they are asking for) | 2) focus on their interest (why they are asking for it) rather than on their position (what they are asking for) | ||
3) work cooperatively to generate win-win solution | 3) work cooperatively to generate win-win solution | ||
4) establish mutually-agreed standards for evaluating those possible solutions | 4) establish mutually-agreed standards for evaluating those possible solutions | ||
thinking fast and slow | thinking fast and slow | ||
framing effect | framing effect | ||
prospect theory | prospect theory | ||
loss aversion | loss aversion | ||
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Tactical empathy | Tactical empathy | ||
That's right instead of yes | "That's right" instead of "yes" | ||
* It seems like ... | * It seems like ... | ||
* It sounds like ... | * It sounds like ... | ||
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accusation audit: list everything your counterpart could say | accusation audit: list everything your counterpart could say | ||
=== Beware Yes, Master No === | |||
Yes and no are often worthless. | |||
No: | |||
* always alters conversation | |||
* starts the of the negotiation | |||
* provides protection: protects yourself and let the counterpart more easily consider the possibilities | |||
* frequently temporary | |||
* sought by great negotiators | |||
gives adversary permission to say "no". Then, negotiation environment becomes more constructive and collaborative. Letting the counterpart feel they are welcome to say no has a positive impact. | |||
No may mean: I am not ready yet. | |||
3 kind of yes: | |||
* counterfeit: escape route/keep conversation going | |||
* confirmation: innocent and no promise of action | |||
* commitment: real deal | |||
== Quotes== | == Quotes== | ||
Revision as of 05:58, 10 January 2020
The New Rules
BATNA: Best Alternative to a Negotiated Agreement
Getting to yes 4 principles
1) separate the person (emotion) from the problem
2) focus on their interest (why they are asking for it) rather than on their position (what they are asking for)
3) work cooperatively to generate win-win solution
4) establish mutually-agreed standards for evaluating those possible solutions
thinking fast and slow
framing effect
prospect theory
loss aversion
Be A Mirror
Late night DJ voice
Don't Feel Their Pain, Label It
Tactical empathy
"That's right" instead of "yes"
- It seems like ...
- It sounds like ...
- It looks like ...
[silence and listen]
If they disagree with the label, "I didn't say that was what it was. I just said it seems like that."
Labelling negatives diffuses them, Labelling positives reinforces them.
Diffuse mistakes/negatives/other people's anger quickly by acknowledging them as soon as possible: "Look, I'm an asshole".
"Best way to deal with negativity is to observe it, [...], label each negative feeling and replace with solution-based thoughts"
accusation audit: list everything your counterpart could say
Beware Yes, Master No
Yes and no are often worthless.
No:
- always alters conversation
- starts the of the negotiation
- provides protection: protects yourself and let the counterpart more easily consider the possibilities
- frequently temporary
- sought by great negotiators
gives adversary permission to say "no". Then, negotiation environment becomes more constructive and collaborative. Letting the counterpart feel they are welcome to say no has a positive impact.
No may mean: I am not ready yet.
3 kind of yes:
- counterfeit: escape route/keep conversation going
- confirmation: innocent and no promise of action
- commitment: real deal
Quotes
"Never be so sure about what you want" Voss
"If somebody is talking to you, you got something they want" Voss