ESC coordinator training workshop Negotiation

Understand the essential elements of

“Principled Negotiation”

Have had an opportunity to try this method of

Negotiation negotiating

Received feedback on their negotiation skills

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2007

Session overview GETTING TO

YES
NEGOTIATING AN
AGREEMENT WITHOUT
Everyone GIVING IN

negotiates Roger Fisher & William Ury

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Soft or hard? “Soft” bargaining

Participants are friends
Make offers

Contrast two methods:
The goal is agreement
Disclose your bottom
line

Make concessions to
cultivate the
Accept one-sided losses
relationship to reach agreement
“Soft” vs. “Hard”
Search for the single

Be soft on the people
answer: the one they
bargaining and the problem
will accept

Trust others
Insist on agreement

Change your position
Try to avoid a contest of
easily will

Make offers
Yield to pressure
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1
“Hard” bargaining Hard and soft bargaining

Participants are
Mislead as to your Who “wins”, who “loses” when you have:
adversaries bottom line

The goal is victory
Demand one-sided gains
as the price of

Soft vs. soft?

Demand concessions as
a condition of the agreement
relationship
Search for the single

Be hard on the people answer: the one you will
accept
Soft vs. hard?
and the problem

Distrust others
Insist on your position

Dig in your position
Try to win a contest of
will

Make threats
Hard vs. hard?

Apply pressure

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Hard and soft bargaining Principled negotiation

Participants are problem-
solvers

The goal is a wise outcome
reached efficiently and
amicably

Separate people from the
problem
Is there an alternative?
Be soft on the people, hard
on the problem

Proceed independent of
trust

Focus on interests, not
positions

Explore interests

Avoid having a bottom line

Invent options for mutual
gain

Develop multiple options
to choose from; decide
later

Insist on using objective
criteria

Try to reach a result based
on standards independent
of will

Reason and be open to
reasons; yield to principle,
not pressure

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Principled negotiation Principled negotiation

Aim

People: Separate people from the problem
Wise agreement, if agreement possible

Interests: Focus on interests, not positions  Meets legitimate needs of each side to the extent
possible

Options: Generate a variety of possibilities before  Resolves conflicting needs fairly
deciding what to do – invent options for mutual gain  Durable
 Takes community interests into account

Criteria: Insist that the result be based on some
objective standard
Efficient

Improve if possible or at least not damage the
Roger Fisher & William Ury, Getting to YES relationship between parties

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Or graphically….. And if the negotiations go badly..

Think of your:
Positions
Best
Alernative
Interests To a
Negotiated
Agreement
Needs Win

Win …and their’s

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Group work Negotiation: Review in plenary

In three groups

Each group divides into two teams, A & B

For each scenario

Tried one method – or did we?
 Team A uses role A
 Team B uses role B
 5 minutes to prepare in teams
Was it useful?
 One member of each team then has 5 minutes to
negotiate an agreement

What did we learn?
 5 minutes for feedback from team to negotiators

Try all three scenarios with different team members
negotiating

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