1. Getting to Yes Separate the People from the Problem

2. Index Introduction Perception Emotion Communication Conclusion

3. Everyone knows how hard it is to deal with a problem without people misunderstanding each other, getting angry or upset, and taking things personally. Introduction What is the main topic of our part? It can be solved by a perception, controlling emotions and correct communication.

4. Relation- ship of People Contents Of Negotiation All most of negotiation are from ongoing relationship. Interests of Negotiation It is important to carry on each negotiation in a way that will help rather than hinder future relations and future negotiation. Introduction

5. Interests of Negotiation The relationship tends to become entangled with the problem. A major consequence of the "people problem" in negotiation is that the parties' relationship tends to become entangled with their discussions of substance. People draw from comments on substance unfounded inferences which they then treat as facts about that person's intentions and attitudes toward them. Reaso n Introduction Relation- ships of People Contents Of Negotiation

6. Relation- ship of People Contents Of Negotiation Interests of Negotiation Accurate perceptions Clear communication Appropriate emotions A forward-looking Purposive outlook Dealing with people problems directly Introduction

7. Who asked for the walkout? I did. I have been doing an unfair work. Well, why do you think so? I worked as a replacement for the last two weeks Due to flu, there’ve been a lot of people out and so I picked Jones that’s because he’s the best. There are a lot of people except for me and so I don’t understand why you keep picking on me. I thought Jones liked the responsibility and never knew he objected. A case in the book Jones (Worker) Chris (Supervisor) Introduction

8. Perception What we see depends on How we process information

9. Perception: Whether you are making a deal or settling a dispute, differences are defined by the difference between your thinking and theirs. John is the best for this work. He always lets me have hard work. Only me. Perception

10. A conflict lies not in objective reality, but in people's heads. The difference itself exists because it exists in their thinking. Perception He always lets me have hard work. Only me. John is the best for this work.

11. Understanding the other side's thinking is very important. Perception

12. In order to Understand the other side's thinking, You should abide by the following rules. Put yourself in their shoes Don't deduce their intentions from your fears Don't blame them for your problem Discuss each other's perceptions Look for opportunities to act inconsistently with their perceptions Give them a stake in the outcome by making sure they participate in the process Face-saving: Make your proposals consistent with their values Perception

13. Understanding of their thinking may lead you to revise your own views about the merits of a situation. But that is not a cost of understanding their point of view, it is a benefit. Put yourself in their shoes = 易地思之 John needs to understand Supervisor's point of view and emotions. Understanding other side's point of view is not a cost but a benefit. Perception

14. Don't deduce their intentions from your fears A man and a woman met in a bar. He offered her a ride home. He took her down unfamiliar routes. He said it was a shortcut. Finally, she arrived in her home early Perception

15. UN' s effort for world peace A suspicion of Iraq having WMD (Weapon of Mass Destruction) US' s attack on Iraq Not having WMD (Iraq) UN' s inspection Perception The case of Iraq war

16. One way to deal with differing perceptions is to make them explicit and discuss them with the other side. As long as you do this in a frank, honest manner without either side blaming the other for the problem as each sees it, such a discussion may provide the understanding they need to take what you say seriously, and vice versa. Discuss each other's perceptions If they communicate with each other about perception, it could be prevented. Perception

17. To involve the other side, get them involved early. The feeling of participation in the process is the single most important factor in determining whether a negotiator accepts a proposal. Give them a stake in the outcome by making sure they participate in the process Perception

18. Face-saving reflects a person's need to reconcile the stand he takes in a negotiation or an agreement with his principles and with his past words and deeds. In a negotiation people will continue to hold out not because the proposal on the table is inherently unacceptable, but simply because they want to avoid the feeling or the appearance of backing down to the other side. So, If the substance can be phrased or conceptualized differently so that it seems a fair outcome, they will then accept it. Face-saving: Make your proposals consistent with their values Perception

19. Emotion How do their emotions impact negotiation? Negative emotions like anger, fear, and distrust can prevent the other side from listening or negotiating and may drive them to extreme positions. Dismissing or ignoring those emotions can backfire by intensifying and reinforcing them.

20. Well…I have no idea. What do you want me to do for you? Emotion

21. Controlling the Power of Emotion Recognize and understand emotions, theirs and yours Make emotions explicit and acknowledge them as legitimate Allow the other side to let off steam Don’t react to emotional outbursts Use symbolic gestures Emotion

22. The Effect of Controlling the Emotion Can you recognize this change? Emotion First my husband left, then I lost my job, now I’m underwater with my mortgage. All I want to do is sell and start over. I need some help.

23. Communication negotiators sometimes do not talk to the other party in ways that can easily understand. Although you are speaking clearly, they don't always heed your words. they often have misinterpretations and misunderstandings. Problems with communication Above all, communication is essential for negotiation. But communication is never an easy thing, the following problems have in communication.

24. Listen actively and acknowledge what is being said It is important that listen to people rather than accuse them of things. remember that negotiator can be good communicator and good listeners when them want you to be! If you don't understand the other's sentences correctly, ask they that point again, request that ideas be repeated. Pay attention to other party and acknowledge their perception, their emotion and what they are trying to say. Communication

25. Speak to be understood He should’ve told exactly to supervisor for understanding. To better understand negotiation, know what your the main idea and argument. Negotiators are you and the other party. Talk to the other side. Most of all, recognize obviously that they see the situation differently and speak clearly to be understood for solve the shared problems. Communication

26. Speak about yourself, not about them They are more persuade to describe a problem in terms of what influence he had think than in terms of what their did or why. I can’t stand Chris’s order anymore, and his treatment is unfair. Because of unfair working, I’m very tired. Communication

27. Conclusion

28. Thank you