INTEGRATIVE BARGAINING, CULTURE CLASHES YES, BUT………, BATNA INTEGRATIVE BARGAINING, CULTURE CLASHES PRESENTERS: 112SIS12: KITOSI, LINA CAROLINE 112SIS14: MASAWE, JULIANA GEOFREY 112SIS15: MHLANGA, EDAH TAFADZLOA 30 MARCH 2011 By: Fisher, Ury & Patton

OUTLINE….. Approaches Principled negotiation Negotiation Jujitsu One text procedure Getting them to play

Making the most of your assets WHAT IF THEY ARE MORE POWERFUL? Develop Your BATNA (Best Alternative To a Negotiated Agreement) Objectives for any method of negotiation Protect yourself Making the most of your assets

1. PROTECT YOURSELF (a) Establish a bottom line : – A position that is not to be changed Easier to resist pressure & temptation Limits the authority of the a third part Inhibits imagination High costs/reduce incentive

(b) Know Your BATNA Best Alternative to a Negotiated Agreement Is the standard against which any proposed agreement should be measured It is a protection mechanism

What if unknown BATNA? Failure to foresee the end result of your agreement Optimistic Fixed alternatives Too committed Hesitation of exploring solutions HOW? Suggestion: Always have alternative answer to the question if you want to negotiate wisely

(c) Formulate a trip wire A break to reexamine the situation Advantages: - Limit the authority of an agent Provide margin in reserve

2. MAKING THE MOST OF YOUR ASSETS (a) The Better the BATNA, the greater your power Example: TOURIST VENDOR STATUS Rich Poor POSITION Uncertain of the market Certain of the market ALTERNATIVES To miss Buy at high Price Can sell to this tourist or to another tourist Can decide on price and when to sell RESULT Negotiating power weakened by his wealth Negotiating Power strengthen by his BATNA. (b) Develop Your BATNA Generating possible BATNA requires 3 operations Invent a list of actions 2. Improve Ideas to practical alternatives Select the best alternative

3. CONSIDER THE OTHER SIDE’S BATNA Why? Helps you learn the other part’s alternatives Makes you better prepared Estimate expectations

4. WHEN THE OTHER SIDE IS MORE POWERFUL……….. Good BATNA MERIT

WHAT IF THEY WON’T PLAY? (Use Negotiation Jujitsu)

Concentrate on the merit APPROACHES OF JUJITSU What you can do Concentrate on the merit What they may do Negotiation jujitsu What a third part can do One-text mediation

Vicious circle of attack and defense. Positional attack defend Counter attack reject criticize Break the vicious circle by refusing to react.

How does “Negotiation Jujitsu work in practice Forcing their position Don’t attack their position Attacking your ideas Don’t defend your ideas, invite criticism & advice Attacking you Don’t counterattack Use questions Ask question and pause Be silent

ONE TEXT PROCEDURE. A third part or moderator Separate the People from the problem. Direct the discussion to the interests and options Suggest the ways to solve the problem Separate the discovery from decision making.

GETTING THEM TO PLAY Stand on principles persuasion The essence of a principled negotiation “ Please correct me if I’m wrong” Making yourself open to correction “we appreciate what you have done for us “ Separating people from the problem Make appreciation persuasion Stand on principles “Our concern is fairness”

GETTING THEM TO PLAY Manipulation Use Negotiation Jujitsu “we would like to settle this on the basis of Independent standards not of who can do what to whom Control the temper and bring the negotiation back to the merit Use Negotiation Jujitsu Manipulation Stick to principle without blaming “Trust is a separate issue” Statement of facts can be threatening, ask question instead Listen to information and reduce threat. “Could I ask you a few question to see whether my facts are right?”.

GETTING THEM TO PLAY Focus on the merit Good communication, “what is the principle behind your action Neither accept nor reject Focus on the merit “let me see if I understand what you are saying” Good communication, Brings a cooperative game “Let me get back to you” Don’t make important decision on the spot Time and distance will help to separate people from the problem “Let me show you where I have trouble following some of your reasoning Present all your reasons first before offering a proposal Use them as persuasive

GETTING THEM TO PLAY Reduce rejection Depend on the BATNA “ One fair solution might be….” Present a proposal as a joint consideration Reduce rejection “If we agree…if we disagree Communicate the alternative Depend on the BATNA “ We would be happy to see if we can leave when it’s most convenient for you” Sharing the interest Fair solution “ It’s been a pleasure dealing with you” End the negotiation in reconciliation Maintain future relationship

Thank You!