Learning partnership meeting Oberwesel, Germany Introduction Negotiation Management 14.04.2019

Harvard Concept Prisoners Dilemma Sinai Conflict 14.04.2019 Negotiation Management 14.04.2019

Overview: Harvard Concept Separate people from problem Focus on interests, not positions Invent options for mutual gain Insist on using objective criteria Negotiation Management 14.04.2019

Main obstacles during negotiations Overhasty judgements The search for the „RIGHT“ solution The assumption, the cake is limited The assumption that others have to solve their problems themselves Decision based on strength of will Negotiation Management 14.04.2019

1. Separate people from problems Negotiation Management 14.04.2019

1. Separate people from problems Three reasons for challenges: Communication Emotions Perception Negotiation Management 14.04.2019

2. Focus on interests, not positions You can‘t negotiate on positions Key interest are the basic needs To find out interests: Ask why – and why not Make your own interest transparent Negotiation Management 14.04.2019

3. Invent options for mutual gain Separate the development of alternative solutions from the decision! Assess the different interests Identify common interest Get different opinions Negotiation Management 14.04.2019

4. Insist on using objective criteria Checkability Set criteria / standards jointly Search jointly Discuss openly about the criteria Stringent application Negotiation Management 14.04.2019

4. Insist on using objective criteria: developing objective criteria Fair standards Market value Scientific judgments Professional standards Efficiency Costs Court decisions Equal treatment Fair procedures Coin flips Taking turns Drawing lots Letting a third party decide Choosing the last best offer Criteria need to be independet of each side‘s will Legitimate and practical Negotiation Management 14.04.2019

Developing a win-win strategy Your problem is your problem Your problem is also my concern I rule / lead over the others We lead the process Relationship as pressure point Relationship as „own“ interest Null-sum game: one‘s loss – another one‘s gain Both win – „game of variables“ (creativity!) Negotiation Management 14.04.2019

Negotiation styles Negotiation Management 14.04.2019