Getting To YES

By: Roger Fisher and William Ury

Rachel Hawes

Mikhaila Waldman

Jerry Joseph

Kelsey Harris

Shreve Archer

Jared Clement

Tyler Kickham

Separate the People from the Problem through Emotion

+ Recognize and understand emotions, theirs and yours

+ Allow the other side to let off steam

+ Don't react to emotional outbursts

“your position is something you decided upon. your interests are what caused you to so decide.” pg. 42




Negotiations in a college setting


Obtaining extensions

Interests

Identify interests

+ Ask why they hold their position

Discuss interests

+ Means of discussion

Options

Asking for time

+ Don't ask for too much

+ Don't ask for too little

Power Imbalance

Who has power?

+ Professor has final say

How to counter imbalance of power

+ Focus on merits

Negotiating Time with Kids After a Divorce

Analyzing the Method of "focus on interest, not positions"

+ focus on the best interests for the kids. The ex-spouses have to communicate with each other even though they do not want to be in the relationship anymore.

+ understand the other side by asking "why"

+ be open to show that you are willing to communicate differences

Negotiating Expenses in a Divorce

Analyzing the Method of "focus on interests, not positions."

+ consider the other positions and listen to show active listening

+ try to understand the very basic needs of each party. This will help in understanding what they want and why they want it

Work life: The most powerful interests are basic human needs

+ security

+ economic well-being

+ a sense of belonging

+ recognition

+ control over one's life

Dirty Tricks

+ Economic Well Being

+ Someone will do anything to acquire money

Relations to OB

+ Maslow's hierarchy of needs

Work life: Insist on using objective criteria

+ each issue should be approached as a shared search for objective criteria

+ each party must keep an open-mind

+ negotiators must never give in to pressure, threats or bribes

Communication

+ being able to communicate on an objective level

+ personal awareness

+ diversity

Finally...