Distributive Negotiation Integrative Negotiation 1. little cooperation 1. strong cooperation 2. what I gain is what 2. mutual gain you lose 3. win-lose 3. win-win
Distributive Negotiation 1. little cooperation 2. what I gain is what you lose 3. win-lose Integrative Negotiation 1. strong cooperation 2. mutual gain 3. win-win
2. Win-win revolution Popularized by the book Getting to Yes. Negotiating Agreement Without giving In by Fisher, Ury, and Patton in the early 1980S.(1981 1991,1995) The focus shifted from battling over the division of the pie to the means of expanding it by uncovering and reconciling underlying interests Principled Negotiation: Four key contributions (TBCed)
Popularized by the book Getting to Yes. Negotiating Agreement Without Giving In by Fisher, Ury, and Patton in the early 1980s. (1981, 1991, 1995) The focus shifted from battling over the division of the pie to the means of expanding it by uncovering and reconciling underlying interests. Principled Negotiation: Four key contributions (TBCed) 2 …Win-win revolution
Principled Negotiation people interests options criteria
Principled Negotiation people interests options criteria
Principled negotiation: 4D dig Options design decide Criteria Interests BATNA develop
Principled negotiation： 4D dig design decide develop Options BATNA Interests Criteria
2.N as a six-step procedure 1. State what you want 2. Express how you feel 3. Give the reasons that underlie your wants and feelings 4. Communicate your understanding of the other persons wants, feelings, and reasons 5. Invent three or more possible solutions that enhance everyone s outcomes 6. Agree and shake hands on the solution that maximizes mutual benefits
2 …IN as a six-step procedure 1. State what you want. 2. Express how you feel. 3. Give the reasons that underlie your wants and feelings. 4. Communicate your understanding of the other person’s wants, feelings, and reasons. 5. Invent three or more possible solutions that enhance everyone’s outcomes. 6. Agree and shake hands on the solution that maximizes mutual benefits