Transcript On-line Research Communities

Basics of Negotiating
Based on the Harvard Negotiation
Project Principles
See Getting to YES
Fisher and Ury, and Patton
Houghton Mifflin
A Four-Step Process
•
•
•
•
Find out participants’ reasons or interests
Invent options for mutual gain
Choose objective criteria
Reach agreement (or not)
Preliminaries to Negotiating
•
•
•
•
•
Choose participants, prepare
Sit side by side or around a table
Create an informal atmosphere
Choose an experienced facilitator
Declare there will be 4 separate steps and
clarify the ground rules
Step 1.
Find Out Reasons or Interests
• Begin by setting initial positions or demands
aside
• Find out motivating reasons or interests
• Memorize helpful questions:
–
–
–
–
How will that benefit you?
Why do you want to do this?
Have you seen this work well in the past?
Could you let me know more about how this will
fulfill your goals?
Step 2.
Invent Options for Mutual Gain
• Think outside the box
• Do not criticize or agree to anything
• Do NOT say:
– We tried that and it didn’t work.
– You’ve got to be kidding!
• Lay out many options
Step 3.
Choose Objective Criteria
This is a separate step (better than battle of wills)
• Frame each issue as a joint search for objective
criteria
• Never yield to pressure
• Examples of criteria
–
–
–
–
Degree to which all parties are benefited
Fair allocation of costs
Fair time frame
Simplicity of solution
Step 4.
Reach Agreement
• Systematic review of options in light of
chosen criteria
• No re-entering earlier phases
• Anticipate how future complaints or
disagreements will be handled
• Keep in mind your BATNA
(Best Alternative To a Negotiated Agreement)
What If They Don’t Play Fair?
• Compare your BATNA with theirs to decide
whether to withdraw
• Don’t agree to unfair rules
• Play out the process for them and invite
them to participate:
– “OK, I heard you say, Take it or leave it,’ but
before I do either one, I’m going to go through
what I see as my reasons and yours in defining
this possible internship. Feel free to jump in and
correct me if I’m wrong.”
Listen Actively
• Don’t plan a response while the other person
is talking
• Rephrase what you heard in your own words
• Discount biases
• Obtain verification of what you’ve heard
– Does that mean that _____?
– So, for instance, would you then [do X]?
Lead through Excellence
in Engineering Communication
More resources are available for you
•
under “Engineering Communication” at
Connexions at http://cnx.org
•
at the Cain Project site at
http://www.owlnet.rice.edu/~cainproj
•
in your course Communication Folder in
OWLSPACE