51 views2 pages
22 Feb 2011
School
Course
The Big Bang: The Evolution of Negotiation Research
Getting to Yes: A Big Bang
- The core elements of Getting to Yes are:
o People: Separate the people from the problem
o Interests: Focus on interests, not positions
o Options: Invent options for mutual gain
o Criteria: Insist on using objective criteria
- Two more ideas in Getting to Yes are:
o The BATNA (Best Alternative To a Negotiated Agreement) principle
o Soft versus Hard bargaining style
People: Separate the People from the Problem
- Negotiators strive to achieve favourable negotiated outcomes but also place value on their
relationships with the other party
- Research shows that negotiators are thus more likely to allocate resources equally, rather
than selfishly, and friends are less competitive with each other than they are with
strangers
- Friends are often too willing to compromise and thus fail to invent options for mutual
gain
- Negative emotions tie people to the problem, positive emotions partition people from the
problem
- What matters most in understanding conflict is not reality itself but individuals
perceptions of it. Conflict lies not in objective reality, but in peoples heads.
- One way to avoid reactive devaluation is to encourage individuals to evaluate proposals
objectively, according to their merits
Focus on Interests, Not Positions
- To identify interests, negotiators first must overcome a key error that prevents them from
doing so: the fixed-pie perception
- The fixed-pie perception refers to the often faulty belief that peoples interests are
fundamentally and directly opposed, such that a gain for one party represents a loss for
the other party
Invent Options for Mutual Gain
- In order to invent options for mutual gain, negotiators need to overcome four obstacles
that prevent such opportunities, and the fixed pie perception is one such obstacle.
- The second obstacle negotiators face is making premature judgements: at times,
negotiators commit to a specific course of action and then find it difficult to change
course even if doing so could yield a better, mutually beneficial outcome
- A third obstacle negotiators face is that they tend to search for a single answer
www.notesolution.com
Unlock document

This preview shows half of the first page of the document.
Unlock all 2 pages and 3 million more documents.

Already have an account? Log in

Document Summary

The big bang: the evolution of negotiation research. The core elements of getting to yes are: people: separate the people from the problem, interests: focus on interests, not positions, options: invent options for mutual gain, criteria: insist on using objective criteria. Two more ideas in getting to yes are: the batna (best alternative to a negotiated agreement) principle, soft versus hard bargaining style. Negotiators strive to achieve favourable negotiated outcomes but also place value on their relationships with the other party. Research shows that negotiators are thus more likely to allocate resources equally, rather than selfishly, and friends are less competitive with each other than they are with strangers. Friends are often too willing to compromise and thus fail to invent options for mutual gain. Negative emotions tie people to the problem, positive emotions partition people from the problem. What matters most in understanding conflict is not reality itself but individuals perceptions of it.

Get access

Grade+
$10 USD/m
Billed $120 USD annually
Homework Help
Class Notes
Textbook Notes
40 Verified Answers
Study Guides
Booster Classes