Getting to Yes Outline - Getting to Yes Separate the people...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Getting to Yes Separate the people from the problem Every negotiator has two kinds of interests: an interest in the substance of the agreement and an interest in the relationship between the opposing sides Separate the relationship from the substance; deal director with the people problem Three basic categories: 1. Perception Put yourself in their shoes: a better understanding of their thinking may lead you to revise your own views about the merits of a situation Don’t deduce their intentions from your fears Don’t blame them for your problem: unjustified or counterproductive Discuss each other’s perceptions: communicate loudly and convincingly the things that you are willing to say that they would like to hear Look for opportunities to act inconsistently with their perceptions Give them a stake in the outcome by making sure they participate in the process Face-saving: make your proposals consistent with their values 2. Emotion First recognize and understand both your emotions and theirs Make emotions explicit and acknowledge them as legitimate Allow the other side to let off steam Don’t react to emotional outbursts
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 09/20/2009 for the course ILRCB 2050 taught by Professor Givanr during the Fall '06 term at Cornell University (Engineering School).

Page1 / 3

Getting to Yes Outline - Getting to Yes Separate the people...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online