The first three chapter of Getting to Yes give an interesting introduction to negatiations. The two common methods of negotiation are basically hard and soft. Soft is pretty much for family negotiation, because it gets crushed by hard. Hard is tough because no one wants to move. The book suggests that you change the game by looking at underlying interests and concerns--looking at what each party wants. This happens when you:
1) Separate the people from the problem
2) Focus on interests, not positions
3) Invent options for mutual gain
4) Insist on using objective criteria
Positions are trumped by interests. I really like these thoughts, and the mindset that we should take into negotiations, instead of focusing on taking the opponent's shirt. While most people enter negotiations wanting certain things, and objective criteria is legitimate for each party, I think really appreciate chapter 3. Reasonable people find a way to negotiation for mutual gain, but the biggest impediment (in my personal experience) has been one person thinking they have more power than they have, and they refuse to move from a hard stance. The focus remains on interests, because if negotiations are happening, there are common interests to be found.
I still want to see this in practice, because I have seen some jerks in negotiations who are as hard-line as it gets, and they exist even in free fantasy sports leagues. I am sure I will figure that out soon.
No comments:
Post a Comment