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We spend much of our lives negotiating, and most of our negotiations are within ongoing relationships. We are faced with the dilemma of pushing hard for what we want at the risk of damaging the relationship. Negotiating to Yes is based on Principled Negotiation, a method of negotiation where people negotiate on the merits of the problem to reach agreements that are satisfying to both parties. It addresses the business issue of working collaboratively and maintaining good relations. This win/win approach differs from traditional thinking about negotiation where each side takes a position, argues for it, and makes concessions until they reach agreement – or compromise. Positional bargaining is usually win/lose, short term, and destroys the relationship. The five-step strategy of Principled Negotiation is a method of negotiating with integrity. It turns face-to-face confrontation into side-by-side problem solving. It is simple, efficient, and universally applicable. The Negotiating to Yes principles have proven to be highly successful in both business and social negotiations, particularly where significant outcomes are at risk. Program Overview Principled Negotiation Why Negotiate? Participants discover what makes negotiation important by recalling how most decisions in their lives involve negotiating, who they negotiate with, and how frequently they negotiate. Participants role-play a short negotiation to experience their own negotiating skills. The Bargaining Game. Positional bargaining fosters the dilemma of getting the most for oneself in a negotiation versus committing to a longer-term relationship. This manifests itself in hard and soft bargaining, which has serious disadvantages in the outcomes. Changing the Game: Principled Negotiation. A negotiator's goal should be a satisfying outcome that is efficiently reached and amicably ended. The method for achieving this goal is a five-step strategy:
The Strategy Applied. Participants apply the five steps of the strategy in a major case study to demonstrate their understanding of the principles in a practical application. Difficult Cases Review of Principled Negotiation. The strategy of Principled Negotiation is simple in theory, but difficult to accomplish without practice. People often fall back into positional bargaining. Participants have another opportunity to practice the strategy in a short negotiation and ask questions about any problem areas. The Tough Situations. What happens if people refuse to negotiate, dig into a position, or attack you? Participants are taught how to use negotiation jujitsu to sidestep and deflect the attack against themselves and toward the problem. When people refuse to negotiate on the merits of the problem and employ tricky bargaining tactics or dirty tricks, such as misrepresentation of facts, threats, extreme demands, and calculated delays, what can be done? Specific ways to counter these moves, which enable a principled negotiator to continue to negotiate with integrity, are given. Personal Application Making and Shaping Offers. Skills for making an offer include how to prepare the offer, how to make it attractive, how to present it in a way that will be acceptable, and when to counter offer. Business Negotiation Case. Participants apply principled negotiation to their own case study. They are assisted by an observer and coached by the facilitator. Back-on-the-Job Tools. In internal negotiations, a manager often functions as a mediator as well as a negotiator by assisting two people in settling disputes. In external negotiations, salespeople sometimes face multiple buyers and must satisfy diverse interests. In management/labor negotiations, there are several constituencies to satisfy. Participants learn a special procedure to facilitate multiple-party negotiations. Back to the top | Back to Focus Areas | Back to Course Listing |
