Kamis, 07 Juli 2016

Negotiation, The Harvard Methodology

Each negotiation has its particularities. Individuals and pursuits can be completely different, context might be different and even the place in house and time can be completely different, which makes, every negotiation, a singular event. But, on the identical time, we have some basic parts that do not change.

Although, in a first method, attempting to generalize the process of negotiation may be temerity, nonetheless to have a technique, or extra, to develop the method it is not only healthy, but it's also important.

There are several methods to conduct a negotiation. Considered one of them is the Harvard Method, which is described on the guide ?Getting a Sure? from Roger Fisher, William Ury and Bruce Patton.

Another perspective is from Richard Shell, from Wharton College, and that can be learn on the e book ?Bargaining for advantage?. Additionally, an fascinating reading is the ebook ?Tough Conversations? from Douglas Stone, Bruce Patton and Sheila Heen, which has the give attention to human behavior, and as negotiations are developed by folks, it is important to understand and study their behavior.

This text is focused on the Harvard Methodology and uses as base of knowledge the book ?Getting a Yes? and the MIT Negotiations Course, and the Harvard Negotiation Project.

The tactic is framed on 4 primary facets: individuals, pursuits, choices and standards (objective standards) the premise is that the negotiation ought to be conducted primarily based on ideas, which means that every negotiator should concentrate on goal criteria and legitimacy.

There are two vision of negotiation, a win-win strategy and the win-lose strategy. The win-lose approach is said with those that solely believe on the perspective of zero-sum based games. If one celebration wins the opposite occasion should lose one thing. However really if events have the focus on mutual interests, and negotiate utilizing standards and ideas, they've chance to succeed in a satisfying and interesting answer for all events.

With the current competitive spirit of businesses and with the last news about current disasters of the enterprise setting and their related issues about Ethics and Honesty, it is difficult to accept the previous paragraph, however it is truly possible to attain it.

Experimented negotiators know that, when one of the parties leave the negotiation in disadvantage, the repercussion of that deal can have a multiplier impact, provoke futures damages to the business, region, or nation in future negotiations and even out of them, and can evolve revenge, resentment or one thing like an regulate of accounts.

So, it is a good policy to not solely focus on short-term, however, also, to take care that all events shall be attended on their pursuits, in the very best manner.

Before begin a negotiation, some work have to be achieved, to organize the method. An inventory of choices must be made. Analyze yours and different parties' pursuits. Align both interests, invent options for mutual positive factors. Be prepared to keep away from discount positioning and to return to rules and goal standards.

When evaluating options, observe the standard of knowledge, don't super-estimate decisions, have a broad information of the context and market, and avoid emotional or subjective evaluations.

Now, returning to people, interests, options and standards (objective criteria), Allow us to analyze each.


Separate people from issues. Remember that the valuable incentives could diverge from one celebration to another, that what is fair permits completely different interpretations; judgments of equity are biased in an egocentric and self-serving method.

Develop mutual understanding, belief and respect, and maintain the negotiation throughout the reason area. Avoid that feelings may generate noise and that arguments diverge to the non-public aspect. Have methods to take care of feelings.

Keep away from fixed positioning, if comes up some divergence, attempt to revise opinions, share info, make clear some factors by understanding the other party making questions or asking assist, and at all times hold the balance of purpose and emotion and seek to

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