Negotiation, Facilitation and Mediation:

Principles and Practices

14th. September 2011

AGENDA AND READINGS FOR FIRST CLASS SESSION

8.00-9.00AM

Introduction to Principled Negotiation

Readings

1. Fisher, R. and W. Ury. 1991. "Don't bargain over positions," in Getting To Yes: Negotiating Agreement Without Giving In. New York: Penguin (2nd Edition) pp. i-14. Negotiation Materials Site

Key Links

Program on Negotiation (PON), Harvard University

Agenda

1. Schedule through term

• Introduction to negotiation - Don't bargain over positions (1)
• Separate the people from the problem (2)
• Focus on interests, not positions (3)
• Invent options for mutual gain (4)
• Insist on objective criteria (5)
• Yes but...
  • What if they are more powerful? (6)
  • What if they won't play? (7)
  • What if they use dirty tricks? (8)
    

2. Negotiation goes on all the time; identify one you were involved in during the last 24 hours.

• Who were the parties?
  
• What was the issue?
  
• Did it end satisfactorily for you?
  

3. Criteria for evaluating your negotiation:

• Was it efficient?
  
• Did it improve or at least not damage the relationship between you?
  
• Did it produce a wise agreement?
  

• Meets the legitimate interests of each side to extent possible
  
• Resolves conflicting interests fairly
  
• Is durable
  
• Takes community interests into account
  

4. Positional bargaining, which is the common approach to negotiation, fails to meet these criteria.

• Did you or the other person involved use positional bargaining?
  
• How well did the negotiation work in terms of the criteria?

5. Are you a soft or a hard bargainer? (see table p.13)

• What was the predominant approach taken by the parties?
  

6. An alternative approach - Principled negotiation