Getting to Yes Negotiating Agreement Without Giving In Chapter 6 & 7 Presentation by Ida Kongsgaard and Leah Berking 18th of October 2016

Agenda Chapter 6: What If They Are More Powerful? (Develop Your BATNA – Best Alternative To a Negotiated Agreement) Chapter 7: What If They Won‘t Play? (Use Negotiation Jujitsu)

Key Concept BATNA – Best Alternative To a Negotiated Agreement Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking Key Concept BATNA – Best Alternative To a Negotiated Agreement

Why not use a bottom line? Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking Why not use a bottom line? A bottom line: “the worst acceptable outcome” Downsides of using a the bottom line approach It limits your imagination It’s almost certain to bee too rigid

Why do you need a BATNA? To protect yourself Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking Why do you need a BATNA? To protect yourself Avoid accepting turns too unfavorable Avoid rejecting terms you ought to accept To make the most of your assets Convert your assets into a powerful BATNA  The better your BATNA the greater power

Chapter 6: What If They Are More Powerful Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking Know your Batna Spend time and resources to develop your BATNA beforehand Be flexible Consider developing a Trip Wire as a reference point “a far from perfect agreement that is better than you BATNA” Don’t see your alternatives in the aggregate

Know your opponent’s Batna Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking Know your opponent’s Batna Gauge the strength of your BATNA in relation to your opponent’s BATNA Don’t underestimate your opponent’s BATNA Define the bargaining zone

Chapter 6: What If They Are More Powerful Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking How to develop a batna? Invent a list of possible actions if no agreement is made Improve some of the most promising ideas and make them into tangible alternatives Select the best - your BATNA Once you know your BATNA  Judge every proposed agreement against it

How to play with more powerful players? Chapter 6: What If They Are More Powerful? Ida Kongsgaard & Leah Berking How to play with more powerful players? You want your counterpart to think you have a good BATNA, but what if you don’t? Try to strengthen your BATNA Try to reduce your opponent’s BATNA Developing a BATNA is the best strategy to deal with a more powerful player

Agenda Chapter 6: What If They Are More Powerful? (Develop Your BATNA – Best Alternative To a Negotiated Agreement) Chapter 7: What If They Won‘t Play? (Use Negotiation Jujitsu)

How to get the opponents to focus on the merits? Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking How to get the opponents to focus on the merits? Three possible methods: Principled Negotiation Negotiation Jujitsu One-text Procedure

Negotiation Jujitsu – Break the vicious circle Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking Firm position Vicious circle of attack & defense Refusal to react Negotiation Jujitsu – Break the vicious circle Negotiation Jujitsu

Negotiation Jujitsu – Three Maneuvers of Attacking Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking Negotiation Jujitsu – Three Maneuvers of Attacking Asserting their position forcefully  Look behind and discuss the underlying principles Attacking your ideas  Invite criticism and advice to improve your ideas Attacking you  Recast an attack on you as an attack on the problem

Negotiation Jujitsu – Key Tools Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking Negotiation Jujitsu – Key Tools Ask questions Create silence

One-text procedure Tasks of a third party: Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking One-text procedure Tasks of a third party: Separate the people from the problem Helps to invent new options Simplifies the decision-making process

One-Text procedure – The Method Chapter 7: What If They Won‘t Play? Ida Kongsgaard & Leah Berking One-Text procedure – The Method Step 1 Ask about parties‘ interests Step 2 Propose a draft and get criticism to improve it (Repeat) Step 3 Make a decision

questions?

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