1. Learning partnership meeting Oberwesel, Germany
Introduction
Negotiation Management

2. Harvard Concept Prisoners Dilemma Sinai Conflict 14.04.2019
Negotiation Management

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

4. 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

5. 1. Separate people from problems
Negotiation Management

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

7. 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

8. 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

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

10. 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

11. 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

12. Negotiation styles
Negotiation Management