By: Danielle Begley, Shaylon Montgomery, Colby Lewis & Bethany Brewer

Fait Accompli  When your opponent presents you with course of events that has already been completed and cannot be undone.  For example when the Budget Director says, “I’ve already told the other department heads that you’ll take the cut” he has presented you with a fait accompli.

To Change the Game, Change the Frame  Instead of rejecting what your opponent says, accept it- and reframe it as an opportunity to talk about the problem.  Reframing means redirecting the other side’s attention away from positions and toward the task of identifying interests, inventing creative options, and discussing fair standards for selecting an option.

Why Does Reframing Work?  Reframing works because every message is subject to interpretation.  You have the power of positive perception, the ability to put a problem-solving frame around whatever the other side says.  Reframing is one of the greatest powers you have as a negotiator.

Steps in Reframing: Ask Problem Solving Questions Tap the Power of Silence Make Your Questions Open Ended Ask “What Makes That Fair?” Ask For Their Advice

Reframing Tactics: Stone Walls  Go Around Stone Walls  Ignore it  Reinterpret it  Test it 

Reframing Tactics: Attacks  Deflect Attacks  Ignore the attack.  Reframe an attack on you as an attack on the problem.  Reframe a personal attack as friendly.  Reframe from past wrongs to future remedies.  Reframe from “you” and “me” to “we.” Attacks Interests

Reframing Tactics: Tricks  Expose Tricks  Ask clarifying questions.  Make a reasonable request.  Turn the trick to your advantage

Negotiate About the Rules of the Game  If, despite all your efforts, your opponent continues to resort to stone walls, attacks, and tricks, you need to reframe the conversation in yet another way.  Recast it as a negotiation about the negotiation.  Bring it up  Negotiate About the Negotiation

The Turning Point  The turning point of the breakthrough method is when you change the game from positional bargaining to joint problem-solving.  The key to this is REFRAME. Taking whatever your opponent says and directing it against the problem.

Questions??

Important Things to Remember  If the other side’s demand seems unreasonable, your natural temptation is to reject it out of hand.  Do the opposite of what you may feel tempted to do.  Treat your opponent like a partner.  Instead of rejecting what your opponent says, accept it- and reframe it as an opportunity to talk about the problem.

Works Cited Ury, William. Getting past No: Negotiating in Difficult Situations. Pg New York: Bantam, Print.