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Insist on using objective criteria
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INSIST ON USING OBJECTIVE CRITERIA
Dzana Cimirotic
Deciding on the basis of will is costly
Deciding on the basis of will is costly
- People need to stay objective and realistic
- Negotiators try to use positional bargaining
- Trying to reconcile differences on the basis of wills can have serious costs
- Negotiators should not battle their will against the others
-Negotiate on the basis of objective criteria
THE CASE OF USING OBJECTIVE CRITERIA
- The best way to reach a solution is through a principle and not a pressure
- Principled negotiations produce wise and effective agreements
- Principled negotiations protect relationship, however a constant battle for dominance threatens it
Developing objective criteria
Developing objective criteria
Principled negotiations consist of two questions:
-How do you develop objective criteria?
-How do you use them in negotiating?
Developing objective criteria:
1) Fair standards
2) Fair procedures
Negotiating with objective criteria
Negotiating with objective criteria
Three basic steps:
- Frame each issue as a joint search for objective criteria
- Reason and be reason as to which standards are most appropriate and how they should be applied
- Never yield under pressure, only to principle
Frame each issue as a joint search for objective criteria
Frame issue as a joint search for objective criteria
WHAT IS THE THEORY?
- Principles should be agreed first
NEVER YIELD UNDER PRESSURE ONLY TO PRINCIPLE
never yield under pressure, only to principle
- Pressure can take several forms
- NEVER YIELD UNDER PRESSURE, ONLY TO PRINCIPLE
- If the other side will not budge, there is no negotiation
- Before BATNA, you should weigh the gain by accepting their unjustified position to the costs and using your best alternative
REASON AND BE OPEN TO REASON
REASON AND BE OPEN TO REASON
- Objective standards should not be used
- Agree on something you both regard as fair