Win Win

Negotiation
Recognizing and understanding our emotions
What is Win-Win
Negotiation
A win-win negotiation is a careful exploration of both your own position, and that of
your opposite number, in order to find a mutually acceptable outcome that gives you
both as much of what you want as possible. If you both walk away happy with what
you've gained from the deal, then that's a win-win!
 Two tradition types of Negotiators

Soft and Hard

Hard negotiator sees any situations as contest of
The soft negotiator wants to avoid wills. Takes the extreme position. He often
personal conflict and makes exhaust his resources and harms his relationship
concessions readily to reach with the other side.
agreement. He wants and amicable
solution but at the end he feels
exploted and bitter
Two types of Bargaini
ng
Positional Merit base
- Soft and Hard bargainers are found in
Use strategies
Positional Bargaining
to calm down.
- A typical positional bargaining could go
on for many rounds
- They will dig on to their positions and
mere ego may prevent them coming to an
agreement.
- It is very likely that the relationship
between the prties get sour and unpleasant
- They will stand on poistions that are far
apart from what they are really going to
agree and waste so much of the and energy.
 Typical Positioning
Bargaining
• We need a 20% increase in our salary
• Oh come on, You are making so much of profit from the operations
•
Multi Party Negotiations
- When there are more than two parties, positional bargaining becomes more
difficult
- Different parties may have different agendas (open or hidden)
- There could be problems inside the parties
- They may get into different groups and blocks and will have new demands on
such common fonts
New Method of Negotiations
Method of Principles
(MPN) of Negotiation on Merit-Developed at
Negotiations
How you may Harvard Negotiation Project- Harvard University -
look like or act USA

It does not want party to become hard or soft but it

wants both parties to become hard on facts and soft
on people.
Comparative Analysis soft and Hard in oistional bargaining and the MPN method

SOFT HARD
- Parties are adversaries MPN
- Parties are friends -Parties are problem solvers
- Goal is victory
- The goal is agreement - Be hard on probel and people - Goal is wise outcome reached
- Soft on people and problem - Distrust others efficiently and amicably
- Trust others - Dig on to your position - Be soft on people and hard on
- Make threats
- Change your position easily problem
-Mislead as to bottom line
- Make offers -Demand one sided gains - Proceed independent of trust
- Disclose your bottom line - Apply pressure - Focus on interest not on
- Accept one sided losses - Search for single answer- the one positions
-Yield to pressure you will accept
-Insist on position
5 basic tenets in MPN
• Do not Bargain over positions
• Separate People from the problem
• Focus on interest Not on positions
• Invent options for mutual gains
• Insists on using obective (fair) criteria
Separating People from the Problem

Before separating people from the problem, try and understand people - The first of all we
need to understand that human beings are not machines or computers . We are creatures of
strong emotions who often have different perceptions
- Emotions get mixed up with facts of the problem
- When positions are taken it becomes worse as peoples eos become identified with the
positions
Therefore: Make emotions explicit and acknowledge them .
Eg. You know pople on uur side feel that we have been discriminated, We are very upset over
it. Do you feel the same.
Allow other side to let off steam let other party blame you or make an angry speech listen patiently and
let them release their frustration or anger. Do not react or Do not argue or go out of the room
Use symbolic gestures : A note of sympathy, statement of regret, small gift could take a long way
• Communication problems of people
• Misunderstanding and misinterpretation
• Language barrier
• Interest in listening to other side
• Overly busy about framing your argument : Listen actively, reiterate to indicate that you have
understood what they say, get clarifications , Face the problem, not the people,
 Focus on interest not positions

- Problem in a negotiation does not lie in the conflicting positions but in the interest.
-Conflict is in the interest - between each sides needs, desires, concerns and fears, security.

Positions – Separate State- Unitary State

Strike – foreclose mortgage-closing the work place

Conflict - economic rights, language rights, loosing land, resources, violence Salary , Drop in motivation,
attitudes, effective use of resources, management style, approach to collecting the loan and interest
- Reconcile interests rather than compromising betweeen positions.
- Behind opposed positions lie shared and compatible interest
Eg. Both Tamils and Sinhalese wants to develop the economy, live all over the country, have no bombs, spend
less on military, use their language to do their day to day work, educate their children, be proud as a nation,
good relations with each other.
 Invent options for mutual gain

- Two kids quarreled over an orange and finally agreed to divide the
orange in half , The first child took one half, ate the fruit and threw away
the peel . The other child took the other half and threw away the fruit and
used the peel for making candid peel for a cake.
Many negotiators go home with half of the orange when they could have
had more.
 " Solving their problem is their Responsibility "

- Most of the negotiators are concerned about their on immediate problems

- We have got enough problems of our own let them think of their problems
- This lets negotiators to develop partisan positions, prtisan arguments and one sided solutions.
- They tend to think that I cannot satisfy you without losing my own positions.
 Invent creative options for the problem

- Invent ideas that could be considered in general

Inventing new ideas is something tht you do not have in mind currently.
Have a brain storming session with your group or colleagues
If possible consider brainstorming with the other side
A lot of ideas will help to find answers that you did not see before that
Look through the eyes of different experts Look for mutual gain Identify shared interest Differences between
two parties may not always create problems but instead they could lead to an answer ( orange story) Make or
facilitate to make their decisions easy
 Insists on using obective (fair) criteria

nsists on using objective ( fair) criteria <ul><li>Whatever you understand or agree on the reconciling interest,
importance of relationship of the other side you always face the harsh reality of interest that conflict
</li></ul><ul><li>Eg. You want the salary to be increased, you want the areas to be exclusively for you, you
do not want to give up an area of land etc. </li></ul>
 Negotition logistics <ul><li>Have an independent venue </li></ul><ul><li>If possible have an
independent facilitator </li></ul><ul><li>Sit as problems solvers and not as opposing parties.
</li></ul><ul><li>Talks before talks to discuss what to include in discussions or to include in the
in the agenda </li></ul><ul><li>Have an agenda </li></ul>
28. <ul><li>Include a summary of the whole case in the agenda </li></ul><ul><li>Allocate times
in the agenda for different topics/matters </li></ul><ul><li>Read the agenda and give a copy of
agenda to both parties </li></ul><ul><li>Use your mother tongue or a language you are very
fluent for negotiations </li></ul>
29. <ul><li>Do not be in a hurry to finish matters within the time frames given.
</li></ul><ul><li>If time is not enough agree to disagree on a specific area and go to the other
topic. </li></ul><ul><li>Make a list of areas that you agreed and disagreed
</li></ul><ul><li>Have another round of talks to deal with the matters disagreed. </li></ul>
How to be a good negotiator <ul><li>Get involved </li></ul><ul><li>It is a skill that you have to
develop by doing it. No other way! </li></ul><ul><li>Thanks and good luck.
</li></ul><ul><li>Take this idea, read more, involve in negotiations, develop skills and teach
friends, colleagues and others about this important subject. We all have a responsibility to create a
better society- Maxwell Ranasinghe </li></ul>
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