Negotiations - Getting to Yes Chapter 4

Invent Options For Mutual Growth

- Diagnosis -Prescription

Look for Mutual Gain

-Identify shared interests -Dovetail differing interests -Ask for their preferences

2. Broaden your options

-Multiply options by shuttling between the specific and the general : The circle chart- The four basic steps in inventing options Step 1: Problem Step 2: Analysis Step 3: Approaches Step 4: Action Ideas -Look through the eyes of different experts -Invent agreements of different strengths. -Change the scope of a proposed agreement

Make their decision easy

-Whose shoes? - Who are you trying to influence -What decision? Generate options that will so change their choice that they might then decide in a way satisfactory to you. -Making threats is not enough.

Diagnosis

In most negotiations there are four major obstacles that inhibit the inventing of an abundance of options: 1. Premature Judgement 2. Searching for the single answer 3. The assumption of a fixed pie 4. Thinking that - solving their problem is their problem

1. Separate inventing from deciding

To help invent a brainstorming session can help. Before Brainstorming During Brainstorming After Brainstorming Consider Brainstorming with the other side.

-Prescription

To invent creative options, then, you will need to: 1. Separate the act of inventing options from the act of judging them 2. Broaden the options on the table rather than look for a single answer. 3. Look for mutual gain 4. Invent ways of making their decisions easy