1. Negotiation March 13 Principled Negotiation PowerPoint Summary of: Key Negotiation Concepts 7 principles

2. 7 Principles of “Principled Negotiation” – Getting to Yes 1. Separate the People from the Problem 2. Attend to Communication Issues 3. Focus on interests, not positions 4. Generate options for mutual gain (win-win) 5. Apply Objective Criteria 6. Compare with your BATNA 7. Work with fair and realistic committments PowerPoint Summary of: Key Negotiation Concepts

3. The “Principles” of Principled Negotiation Separate the People from the Problem 3 kinds of “people problems” are common  Differences in perception (assuming the other side sees it like you do)  Blaming the other, ignoring your own contribution to the situation  Emotions (letting them run wild, or surpressing them- yours and theirs!) PowerPoint Summary of: Key Negotiation Concepts

4. The “Principles” of Principled Negotiation  How do you avoid these problems?  You should already know!!! PowerPoint Summary of: Key Negotiation Concepts

5. The “Principles” of Principled Negotiation 2. Attend to the communication issues a. Avoid escalatory language (e.g. 4 horsemen) b. Active Listen c. Use I-messages, d. Describing the gap e. 3 part messaging PowerPoint Summary of: Key Negotiation Concepts

6. The “Principles” of Principled Negotiation 3. Focus on Interests, not Positions Positions: Simple statements about what you want. No reasons, no subtlety, no justification. Just a demand:  I want the orange! Interests: The reasons underlying the position —what you really want or need —the answer to the question WHY.  I need the rind to bake a cake.  I'm hungry. I want to eat the orange.

7. Interest-based Strategy Considers alternative routes to the goal.

8. Positional Political Framing DEMREP AbortionYES “Choice”NO “Life” Gay MarriageYESNO TaxesHIGHERLOWER Social ProgramHIGHER SPENDING LOWER SPENDING Polar Opposites No mutual solutions

9.  Consider the positions and interests in the D’s and R’s debate about … (you fill in)  What are the positions?  What are the interests?  Why does it matter?  Is there a way to meet both sides’ interests at once?

10. The “Principles” of Principled Negotiation 4. Generate many options & look for Options for Mutual Gain  Brainstorm options by listing all possibilities first,  Evaluating options second.  Look for ways to meet everyone's interests at the same time. PowerPoint Summary of: Key Negotiation Concepts

11. The “Principles” of Principled Negotiation 5. Find Legitimate Criteria to Guide Decisions  What's been done before?  What's “fair” PowerPoint Summary of: Key Negotiation Concepts

12. The “Principles” of Principled Negotiation 6. Analyze the Best Alternative to a Negotiated Agreement (BATNA) BATNA = What you do if you CANNOT reach an agreement (Plan B) PowerPoint Summary of: Key Negotiation Concepts

13. The “Principles” of Principled Negotiation 7. Work with Fair and Realistic Commitements Is agreement Reasonable? Doable? Face-saving? Practical? PowerPoint Summary of: Key Negotiation Concepts