Summary chapter 3 - Getting to Yes PDF

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Summary chapter 3 'Getting a Yes'...

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Summary of Chapter 3 Focus on interests, Not positions and Bonus questions Each person has an interest, but sometimes they forget them interests and protect them positions. That causes unwise outcomes, because no one get what they want. Therefore people must pay attention for them interests. Not only the interest of themselves, but also the interest of the other party. For a sensible solution you have to combine interests - not positions - with one another. Because the problem of the parties is apparently a conflict of positions and their goal is to agree on positions, they are naturally inclined to think and talk about positions and thus often end up in an impasse (stalled). The difference between positions and interests is important. The problem underlying a negotiation is not in conflicting positions but in the conflict between everyone's needs, wishes, motives and fears. Interests motivate people = they are silent motives behind the noise of position. Position = is something about which you have to make a choice. For example two people can’t make a wise compromise while they are negotiating, when they are thinking about them position. By not looking at their positions but at their interests, it’s possible to find a solution. For two reasons it is effective to unite not positions but interests: 1. Because there are usually positions for each interest that can serve it. If you look for the motivating interests behind the conflicting positions, you can often find a different position that not only serves your interests, but also those of the other party. 2. The combination of interests instead of looking for a compromise between positions is also effective because behind conflicting positions there are many more interests than just the conflicting ones.

You will have a lot of interest in influencing a possible agreement and also to conclude an agreement. It is a common mistake to assume that every individual of the other party has the same interests. to identify the interests of the other party you have to ask why or why not. By asking why you put yourself in them shoes and by asking why not you will change their mind but you will understand what their opinion are. Seeing a negotiation as a bilateral (two party) affair of two persons can be clarifying, but it should not blind you to the usual presence of other people, other parties and other influences. The most powerful interests are basic human needs. If you are looking for elementary interests that lie behind a position, you have to look primarily at the fundamental

motives of all those involved. Elementary human needs include: security, financial wellbeing, a sense of belonging, recognition and influence on one's own life. Elementary human needs can easily be overlooked. People think that it is mostly about money. Think of a wife who gets alimony after a divorce. Maybe she wants the money to feel psychological secure or as a symbol of recognition. As a rule, negotiations will not make much progress as long as one of the parties believes that the satisfaction of their basic needs is threatened by the other. Create a list. To oversee various interests of both parties. Creating a list has four advantages. Firstly it helps you to remember them, it order to arrive at a better assessment when you hear new information, it puts interests in an estimated ranking of importance and can stimulate ideas about how these interests should be dealt with. The goal of negotiation is to serve your interests. The chance that this succeeds increases when you communicate. You do not know what the interest of the other party is. The tactics to talk about the interests in a negotiation are: 1. Give a lively description of your interests. It is your job to get the other party to understand exactly how important and justified your interests are. 2. Speak clear language. Concrete details not only make your description credible, they also add strength. You have to convince him that he would not feel any different if he was in your shoes> what would you think if ...? 3. Recognize that his interests are part of the problem. Each of us tends to be so concerned about our own interests that we pay little attention to others. People listen better when they feel that you have understood them. So if you want the other party to have an interest in your interests, start by letting them have an eye for their interests> if I understand correctly. 4. First come up with the problem and then with your answer. If you want someone to pay attention and understanding to your reasoning, you must first mention your interests and arguments and then your conclusions or proposals. 5. Look forward, not back. We often respond to what someone has said / done. It looks like a negotiation without a goal. None of the parties are looking for agreement. The question why has two meanings. Looking backwards = looking at a reason and then our behavior is determined by previous events. Looking ahead = looking at a goal and then our behavior is determined by our free will. Conclusion Protecting you interest is very important in a negotiation. Because when this happen than there it will result for wise outcomes. Think to the elementary human of the other person. Make a list to control yourself and think to the five tips. If you stick to these rules, then there is a good compromise

Negotiation 101 for Libraries : What is a BATNA?

Bonus question 1. What does BATNA stand for? Best alternative to negotiated agreement 2. What does BATNA mean? When are you negotiating you should think what are my choices if this negotiating doesn’t work. You should ask yourself what the best alternative is to get a negotiated agreement. 3. COUCH EXAMPLE: a) Which couch would you (the buyer in the video) like to buy? The first couch b) Which couch is your BATNA? The second couch c) Evaluate your BATNA ( Is it a good BATNA? How would it help you (the buyer) with the preferred choice? etc). I can say that the last databases are for free. So they can make it cheaper.

4. THE NEW DATABASE (FOR ENGLISH) EXAMPLE: a) What are your (the English teacher's) BATNAs to the new DB? Google scholar and multi b) Are they better than the new DB? No, because it include both. It’s easier to use c) How would the BATNAs help you (the buyer) in the negotiation? I can say that the last databases are for free. So they can make it cheaper....