Презентация изнутри:

Слайд 1

a dick Don’t negotiate Like a dick Integrative negotiation advice from Roger Fisher and William Ury

Слайд 2

there is a widely held misunderstanding about what great negotiation is

Слайд 3

and that misconception is that great negotiation is fair for all sides

Слайд 4

i’ll let you in on a little secret

Слайд 5

great negotiation is not about being fair

Слайд 6

your choices are not limited to win-lose (unfair outcomes) or win-win (fair outcomes)

Слайд 7

in fact, there is a third option

Слайд 8

and that is what great negotiation is all about

Слайд 9

the key to understanding this third option is to disabuse yourself of the notion that win-win is about being fair

Слайд 10

what you’ve been defining as win-win, is actually lose-lose

Слайд 11

let me explain by way of an example and a story

Слайд 12

by way of example, let’s assume that we are negotiating over 100% of something

Слайд 13

win-lose occurs when we split the 100% in an unfair distribution, let’s say i get 60% and you get 40%

Слайд 14

in this case, i win and you lose

Слайд 15

and as a result, we may have damaged our long-term relationship a bit ?

Слайд 16

then there is the case where we split the 100% fairly

Слайд 17

i get 50% and you get 50%

Слайд 18

in practice, this is what most of us call win-win

Слайд 19

but in fact, this is lose-lose

Слайд 20

although we may remain friends after the encounter

Слайд 21

both of us end up equally disappointed with what we got

Слайд 22

so if win-lose is unfair and unhappy negotiation and lose-lose is fair, but unsatisfying negotiation, then what is win-win?

Слайд 23

win-win negotiation happens when each of us gets 100%. * win-win negotiation is also known as integrative (not distributive) negotiation is defined in greater detail by Roger Fisher and William Ury in their seminal book, Getting to Yes

Слайд 24


Слайд 25

how can two people get 100% of 100%

Слайд 26


Слайд 27

turn the original 100% into 200%

Слайд 28

you do this with creativity and by listening to, and understanding, the underlying interests of each party

Слайд 29

here is a story from Fisher & Ury that demonstrates the magic of 200%….

Слайд 30

a mother returns home from a long day at the office and finds her two daughters in the kitchen fighting

Слайд 31

they are screaming at each other and locked in a tug of war

Слайд 32

the mother sees that they are fighting over an orange

Слайд 33

she forcefully separates the girls

Слайд 34

and with both the girls complaining loudly, she grabs a sharp knife from the counter top

Слайд 35

no, this is not a greek tragedy and there will be no infanticide

Слайд 36

instead, quietly and confidently, she cuts the orange in half and gives each girl half of the fruit

Слайд 37

proud to have once more demonstrated mother’s wisdom at finding a win-win solution, and enjoying the relative quiet that has now descended, she starts to leave the kitchen

Слайд 38

but she stops short of the door as something incredibly odd happens

Слайд 39

the first daughter peels the half orange, throws the peel in the garbage shoot and eats the fruit

Слайд 40

she then goes to the refrigerator to look for a bit more food, as she remains a bit hungry

Слайд 41

simultaneously, and to the great surprise of the mother, the second daughter peels the orange and throws the fruit down the garbage shoot!

Слайд 42

the second daughter then goes to the counter top and starts calculating ingredients to bake half an orange cake, since she has only half the needed orange peel

Слайд 43

oh dear

Слайд 44

you see what has happened right?

Слайд 45

both daughters could have had 100% of what they wanted, but instead, because of the seductive fallacy of fairness, they got 50%

Слайд 46

what the mother should have done, before jumping straight to the solution based on the apparent positions of the children (I want the orange)

Слайд 47

was to ask, “why”

Слайд 48

why do you want the orange?

Слайд 49

and this leads to real win-win negotiation

Слайд 50

so when you are negotiating with partners, employees, bosses, vendors, children, or friends

Слайд 51

do not allow yourself to settle for win-lose or lose-lose

Слайд 52

push yourself to find the 200% solution

Слайд 53

* and check out Getting to Yes by Fisher and Ury for lots more detailed advice

Слайд 54

SHARE THIS DECK & FOLLOW ME (please-oh-please-oh-please-oh-please) stay up to date with my future slideshare posts Please note that all content & opinions expressed in this deck are my own and don’t necessarily represent the position of my current, or any previous, employers

Слайд 55