Negotiation Jujitsu
Table of contents
What if They Won’t Play (Use Negotiation Jujitsu)
- Getting to Yes Negotiating Agreement Without Giving In By Roger Fisher and William Ury Vikas Singh Ed Hill What if They Won’t Play
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They may state their position in unequivocal terms. Concerned only with maximizing their own gains. They may attack you in place of attacking the problems.
Three Basic Strategies
- What you can do
- What they can do
- What a third party can do
Basic Maneuvers
- Asserting their position forcefully.
- Attacking your ideas.
- Attacking you.
- Don’t attack their position, look behind it.
- Neither reject nor accept the position.
- Treat it as one possible option.
- Look for interest and principles behind it.
- Think of ways to improve it
- Don’t defend your ideas, invite criticism and advice.
- Invite criticism, instead of resisting it.
- Ask them what is wrong with a particular idea or an option.
- Use their criticism and advice to find out their underlying interests and principles.
- Rework your ideas in light of what you learn
- Recast an attack on you as an attack on the problem.
- Resist the temptation to defend yourself or attack them.
- Listen to them.
- Understand what they are saying.
- Recast their attack on you as an attack on the problem
- Ask questions and pause.
- Use questions instead of statements.
Silence
One-text procedure - Call in a third party to:
- Separate the people from the problem.
- Direct the discussion to interests and options.
- Suggest impartial basis for resolving differences.
- Separate invention from decision making
- How does a third party do this
- Asks about the interests rather than positions.
- Learn all about their needs and interests.
- Suggest a provisional solution/recommendation.
- Ask them to critique it or suggest improvements.
- Improvise the recommendation in light of inputs.
- Present the final solution
Cite this Page
Negotiation Jujitsu. (2018, Sep 28). Retrieved from https://phdessay.com/negotiation-jujitsu/
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