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negotiating 3 - • Change the scope of a proposed...

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PRESCRIPTION To invent creative options you need: to separate the act of inventing options from the act of judging them; to broaden the options on the table rather than look for a single answer; to search for mutual gains; to invent ways of making their decisions easy. Separate inventing from deciding (60) Invent first, decide later – arrange a brainstorming session while postponing all criticism and evaluation of ideas Detailed guidelines for brainstorming are on (60-62) Consider brainstorming with the other side Broaden your options – the key to wise decision-making lies in having many options from which to choose (66) Use circle charts ( detailed example on 66 ) Look through the eyes of different experts (69) Invent agreements of different strengths – language to illustrate various strengths (70)
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Unformatted text preview: • Change the scope of a proposed agreement (70) • Look for mutual gain (70) • Both sides can always be worse off than they are now • Even apart from a shared interest in avoiding joint loss, there almost always exists the possibility of joint gain • Identify shared interests – shared interests lie latent in every negotiation; shared interests are opportunities, not godsends; stressing shared interests can make the negotiation smoother and more amicable • Dovetail differing interests (73) • The difference in belief can provide the basis for a deal • Differences can be found in: interests; beliefs; values placed on time; forecasts; aversion to risk • Look for items that are of low cost to you and of high benefit to them and vice versa...
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