How to succed a negotiation and keep the relationship?

How to succed a negotiation and

keep the relationship ?

20th August 2014

1. Introduction

2. The CLOUD approach 3. A case

4. Workshop 5. Feedback

Introduction

human needs

• Time-Structuring

– how people spend time when in pairs or groups.

• Stimulus

– the need for physical and mental stimulation.

• Recognition

Introduction

Two types of competing forces

1. Opposite conditions

2. Different alternatives

Introduction

Opposite conditions

• In this situation, one force pushes us to « do

this ». The other force pushes us to « not do

this » (or to do something that is diametric

opposite). For exemple « save money » and

« spend money ».

Introduction

Different alternatives

• This kind of situation forces us to choose

between two alternatives that are not

opposite conditions but are, for some reason,

mutually exclusive. This kind of situation is

inherent in any resource shortage. In other

words, « we only have so much money ; we

can do either A or B, but we can’t do both ».

Introduction

Different results

1. Compromise

2. Win – Lose

3. Win - Win

Introduction

Compromise

– Let’s split the difference, you take half, and I’ll take half.

– It’s probably the easiest and fastest way to resolve differences.

– But what if the conflict doesn’t have an acceptable compromise ?

Introduction

Win-Lose

– This type of resolution assumes that the situation is zero-sum game : One side must win and the

other side must lose. It’s neither necessary nor desirable. All it does is create hard feeling and resentment.

Introduction

Win-Win

– This is an ideal situation. When both sides win, nobody feels exploited. Both sides probably get more than they’d hoped for. And most important of all, good will is generated on both sides, which is good for the future relationship.

Introduction

Guidelines

• A need/interest is not negociable for a

win-win result

• Don’t bargain over positions > emotions

• Separate the people from the problem

• Focus on interests, not positions

• Invent options for mutual gain

• Insist on using objective criteria

• Trust

The Cloud approach

Step 1 : build the CLOUD

The CLOUD is a logical thinking tool we use in order to analyse a conflict situation

Conflict :

You cannot have both WANTS at the same time

WANTS WANTS NEED NEED COMMON GOAL

The NEED is the reason why each side insists on getting what he wants.

In order to make sure each side gets his NEED, it is necessary to achieve what he WANTs.

The Cloud approach

Step 2 : shift the focus from the WANTS to the NEED

Thinking Win-Win requires us to shift the focus from

striving to get what we want, to striving to satisfy our needs.

WANTS WANTS NEED NEED COMMON GOAL A Win-Win solution is a solution that satisfy their significant Needs. The problem is that in order to satisfy the Needs each side insists on getting

The Cloud approach

The necessary condition (NC)

WANT NEED

Each side can explain why the Want is necessary to satisfy the Need.These explanations are ASSUMPTIONS that each side makes.

Examining these assumptions may lead one of the sides to the realization that he can satisfy the Need without getting the Want.

In order to satisfy my need I must have … (what I want)

because … (assumptions)

? …..ASSUMPTIONS ….. ? ?

EXAMINE EACH ASSUMPTION TO KNOW IF IT IS REALLY VALID, AND WHETHER WE CAN DO SOMETHING TO INVALID.

The Cloud approach

Step 3: In order to have a Win-Win solution at least one side will have to find an alternative way to satisfy the Need.

WANTS WANTS NEED NEED COMMON GOAL Solution : An alternative way to satisfy the Need

Solution : An alternative way to satisfy the Need

A case

Example from : Getting to yes, Roger Fisher

and William Ury of the Harvard negotiation project

Dispute between farmers and the national oil company in Iraq after the fall of Saddam Hussein regime. Displaced farmers in the south of Iraq had banded together, leased arable land from the goverment, and used their last savings and borrowings to plant crops. Unfortunately, only few months later the farmers received a letter calling for them to vacate the land immediately in accord with the fine print of the lease, because oil had bee discovered under it. The oil company said, « Get off our land ». The farmer replied, It’s our land, and we’re not

leaving ». The oil company threatened to call the police. The farmers said, « There are more of us », so the national oil company threatened to bring in the army. We have guns too; we aren’t leaving », came the reply. « We have nothing left to lose ».

A case

Dispute between farmers and the national oil company in Iraq

we’re not leaving « get off our land » . Interest is the harvest Interest is extracting oil Common goal In order to… we must… because In order to… we must… because assumptions

EXAMINE EACH ASSUMPTION TO KNOW IF IT IS REALLY VALID, AND WHETHER WE CAN DO SOMETHING TO INVALID.

BATNA

THE BETTER YOUR BATNA, THE GREATER YOUR POWER DO NOT START A NEGOTIATION WITHOUT A BATNA

Workshop in groups

Think of a conflict situation.

– Who are involved in the conflict ? – Define the problem in a cloud.

– Use steps 1 to 3 to try and solve the problem in a Win-Win approach.

What do we gain

by the cloud approach

• Understanding your own position in the conflict • Empathy : understanding the other side

• Understanding the emotions involved in the conflict • Do not let emotions affect the situation

• Analyze the problem with trust • Focus on the interest/need

• Build a way to communicate with the other side • Have guidance for a Win-Win solution

Can you join all these nine dots using four straight lines, without lifting your pencil, without retracing any line ?