How to succed a negotiation and keep the relationship?

Transcription

1 How to succed a negotiation and keep the relationship? 20th August Introduction 2. The CLOUD approach 3. A case 4. Workshop 5. Feedback

2 Time-Structuring Introduction human needs how people spend time when in pairs or groups. Stimulus the need for physical and mental stimulation. Recognition the need for recognition by others.

3 Introduction Two types of competing forces 1. Opposite conditions 2. Different alternatives

4 Introduction Opposite conditions In this situation, one force pushes us to «do this». The other force pushes us to «not do this» (or to do something that is diametric opposite). For exemple «save money» and «spend money».

5 Introduction Different alternatives This kind of situation forces us to choose between two alternatives that are not opposite conditions but are, for some reason, mutually exclusive. This kind of situation is inherent in any resource shortage. In other words, «we only have so much money ; we can do either A or B, but we can t do both».

6 1. Compromise 2. Win Lose 3. Win - Win Introduction Different results

7 Introduction Compromise Let s split the difference, you take half, and I ll take half. It s probably the easiest and fastest way to resolve differences. But what if the conflict doesn t have an acceptable compromise?

8 Introduction Win-Lose This type of resolution assumes that the situation is zero-sum game : One side must win and the other side must lose. It s neither necessary nor desirable. All it does is create hard feeling and resentment.

9 Introduction Win-Win This is an ideal situation. When both sides win, nobody feels exploited. Both sides probably get more than they d hoped for. And most important of all, good will is generated on both sides, which is good for the future relationship.

10 Introduction Guidelines A need/interest is not negociable for a winwin result Don t bargain over positions > emotions Separate the people from the problem Focus on interests, not positions Invent options for mutual gain Insist on using objective criteria Trust

11 The Cloud approach Step 1 : build the CLOUD The CLOUD is a logical thinking tool we use in order to analyse a conflict situation NEED WANTS COMMON GOAL The NEED is the reason why each side insists on getting what he wants. In order to make sure each side gets his NEED, it is necessary to achieve what he WANTs. Conflict : You cannot have both WANTS at the same time NEED WANTS

12 The Cloud approach Step 2 : shift the focus from the WANTS to the NEED NEED WANTS COMMON GOAL A Win-Win solution is a solution that satisfy their significant Needs. The problem is that in order to satisfy the Needs each side insists on getting conflicting Wants. Thinking Win-Win requires us to shift the focus from striving to get what we want, to striving to satisfy our needs. NEED WANTS

13 The Cloud approach The necessary condition (NC) Each side can explain why the Want is necessary to satisfy the Need.These explanations are ASSUMPTIONS that each side makes. Examining these assumptions may lead one of the sides to the realization that he can satisfy the Need without getting the Want. In order to satisfy my need I must have (what I want) because (assumptions) NEED? WANT?..ASSUMPTIONS..? EXAMINE EACH ASSUMPTION TO KNOW IF IT IS REALLY VALID, AND WHETHER WE CAN DO SOMETHING TO INVALID.

14 The Cloud approach Step 3: In order to have a Win-Win solution at least one side will have to find an alternative way to satisfy the Need. Solution : An alternative way to satisfy the Need NEED WANTS COMMON GOAL NEED WANTS Solution : An alternative way to satisfy the Need

15 A case Example from : Getting to yes, Roger Fisher and William Ury of the Harvard negotiation project Dispute between farmers and the national oil company in Iraq after the fall of Saddam Hussein regime. Displaced farmers in the south of Iraq had banded together, leased arable land from the goverment, and used their last savings and borrowings to plant crops. Unfortunately, only few months later the farmers received a letter calling for them to vacate the land immediately in accord with the fine print of the lease, because oil had bee discovered under it. The oil company said, «Get off our land». The farmer replied, It s our land, and we re not leaving». The oil company threatened to call the police. The farmers said, «There are more of us», so the national oil company threatened to bring in the army. We have guns too; we aren t leaving», came the reply. «We have nothing left to lose».

16 A case Dispute between farmers and the national oil company in Iraq. Interest is the harvest In order to we must because we re not leaving Common goal assumptions Interest is extracting oil In order to we must because «get off our land» EXAMINE EACH ASSUMPTION TO KNOW IF IT IS REALLY VALID, AND WHETHER WE CAN DO SOMETHING TO INVALID.

17 BATNA Best Alternative Negociated Agreement To a THE BETTER YOUR BATNA, THE GREATER YOUR POWER DO NOT START A NEGOTIATION WITHOUT A BATNA

18 Workshop in groups Think of a conflict situation. Who are involved in the conflict? Define the problem in a cloud. Use steps 1 to 3 to try and solve the problem in a Win-Win approach.

19 What do we gain by the cloud approach Understanding your own position in the conflict Empathy : understanding the other side Understanding the emotions involved in the conflict Do not let emotions affect the situation Analyze the problem with trust Focus on the interest/need Build a way to communicate with the other side Have guidance for a Win-Win solution

20 Can you join all these nine dots using four straight lines, without lifting your pencil, without retracing any line?