Professor Tom Kochan compressed a full length negotiation and conflict management course down to a couple of hours. I took a few notes, but had to leave three quarters of the way through to attend another meeting.
Notes: Most people make the mistake going into a negotiation, thinking they don't have the power or think they are at a disadvantage. This is a fatal flaw.
If you don't have power, you shouldn't be in a negotiation - you should be in avoidance mode.
Classic way to make a distributive situation into an integrative (or mixed) situation is to find something that is important to one person but not as much to the other
No negotiation will be successful unless you prepare
Have to know your BATNA - best alternative to negotiated agreement
You need to understand the difference between mediation and arbitration
Separate the person from the problem (if possible)
4 Comments:
After I have repeatedly gone through your blog and also Ilana's, Dharmesh's and Yoav's blogs I feel like I also am a student of the SDM Program and I am graduating this June. lol. I know it's funny!
And whenever I hear about "Disruptive Technology" your name and Professor Utterback's name comes to my mind :) I finally saw Mr. Utterback's face following a link given in Ilana's blog.
It was in your blog that I heard (read) this term (Disruptive Technology) first. Thank you Robbie!
Check out drama theory for an approach that includes Getting to Yes but goes much wider than just negotiations. Takes full account of emotion, conflict & the problem of trusting people. Bringing in a bit of this stuff should make your professor sit up & take notice.
You'll find a discussion of Getting to Yes from a drama theory viewpoint.
I very strongly agree with your last point about separating the person from the problem. How often do we love to have a problem and then associate that person to the problem? Too often. If conflict is to be managed, the parties must realise the person is often not the problem (though it can be). There's always two sides to a story.
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