ORGS 4560 Lecture Notes - Lecture 4: Charles Bazerman
9 May 2016
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Most negotiators wrongly assume that they understand the other side"s motivations and, therefore, don"t explore them further. 1st step in investigative negotiation : challenge assumptions and gather critical information regarding the other party"s perspective. Principle 1: don"t just discuss what your counterparts want find out why they want it the reasoning why is crucial to finding an agreement that works sometimes more than one issue is blocking resolution. Principle 2: seek to understand and mitigate the other side"s constraints. Outside forces can limit our ability to negotiate effectively (i. e. constrained by corporate policies, fear of setting a dangerous precedent, other obligations) Similarly, the other side has constraints that can lead it to act in ways that don"t seem rational and that can destroy value for both sides. Principle 3: interpret demands as opportunities focus on what the demand reveals and how it can be used to capture & create value.
