Negotiating internationally with Linda Netsch. Part 1. S2 E8

Summary

In this insightful interview with Dmytro Shvets on The Start Global Insights, Linda Nech, founder of Align Consulting and a lecturer at Harvard and Stanford Law Schools, shares her expertise in the Harvard Negotiation Model, also known as interest-based negotiations. Linda's extensive experience as a negotiator and leader across various regions, including the US, Europe, Asia, and the Middle East, provides a rich backdrop for the discussion. The conversation delves into the importance of understanding interests over positions, the concept of BATNA (Best Alternative to a Negotiated Agreement), and the significance of legitimacy in negotiations. Linda emphasizes the universality of negotiation principles across cultures, while also acknowledging the need for adaptation to local norms and behaviors. The interview highlights the power of active listening and curiosity in negotiation, and how these skills can lead to more effective outcomes. The discussion also touches on the impact of personal and cultural development on negotiation styles, suggesting that negotiation approaches are not solely determined by nationality but also by individual values and levels of development. The interview concludes with a teaser for the next episode, which will explore negotiation culture in the US and further insights into the Harvard Negotiation methodology.

Takeaways

• 😎 Linda Nech is introduced as a seasoned negotiator with over 20 years of experience, serving roles such as a lecturer, general manager, and founder of Align Consulting.
• 📝 The Harvard Negotiation Model, also known as interest-based negotiation, is highlighted as a significant method worth exploring for effective negotiation practices.
• 🔥 Linda recounts her journey into the world of negotiation, starting from her military days with no formal training to embracing formal negotiation studies at Harvard Law School.
• 📚 The discussion emphasizes the practical applications of negotiation principles Linda learned, which proved beneficial throughout her career in law and consulting.
• 💬 Interest-based negotiation is contrasted against position-based negotiation using the story of two children and an orange, illustrating the importance of understanding underlying interests rather than surface demands.
• 🖥 Several core elements of the Harvard Negotiation Model are examined, including interests, options for mutual gain, BATNA (Best Alternative to a Negotiated Agreement), and legitimacy standards.
• 🙋‍♂️ The narrative explores various negotiation styles and approaches, from creating value for all parties involved to aggressive, win-lose tactics seen in zero-sum negotiations.
• 👨‍💻 Linda's experiences in diverse cultural contexts reveal that while negotiation practices may vary globally, the foundational principles remain consistent and adaptable to different societal norms.
• 🌐 Dmytro Shvets, the host, shares his own negotiation experiences in Ukraine, emphasizing the real-world relevance and challenges of negotiating effectively in various environments.
• 🎫 The conversation concludes with plans to discuss more about negotiation cultures in the US and further delve into the Harvard Negotiation methodology in a subsequent episode.

Q & A

What is the Harvard Negotiation Model that Linda Nech discusses?

The Harvard Negotiation Model, also known as interest-based negotiation, focuses on identifying the underlying interests of the parties involved, rather than their initial positions. This method encourages finding solutions that satisfy the interests of all parties, which can lead to more sustainable and mutually beneficial agreements.

How did Linda Nech begin her career in negotiation?

Linda Nech began her career as an officer in the US Air Force, where she was stationed at Ramstein Air Base in Germany. During this time, she frequently engaged in negotiations with military members, NATO members, civilian personnel, and defense contractors, despite having no formal training in negotiation at that point.

Why did Linda Nech decide to pursue formal education in negotiation?

Linda Nech decided to pursue formal education in negotiation after recognizing the practicality of negotiation theories during her military service. She enrolled in a negotiation course taught by Roger Fisher and Bruce Patton at Harvard Law School, which provided her with structured approaches and techniques that proved valuable in her professional life.

Can you explain the difference between interest-based negotiation and position-based negotiation?

Interest-based negotiation focuses on understanding the underlying needs and motivations of all parties involved, whereas position-based negotiation centers on the demands or positions that parties initially bring to the table. Interest-based negotiation seeks collaborative solutions that address the interests of all parties, while position-based often leads to competitive, less cooperative interactions.

What is a BATNA, and why is it significant in negotiations?

BATNA stands for 'Best Alternative to a Negotiated Agreement' and represents the most advantageous alternative action a party can take if negotiations fail and an agreement cannot be reached. Understanding one's BATNA is crucial as it provides a baseline against which to measure the value of any negotiated agreement and helps negotiators make informed decisions.

How does Linda Nech apply her negotiation skills in different cultural contexts?

Linda Nech adapts her negotiation approach based on the cultural norms and expectations of the parties involved. She emphasizes the importance of humility, openness to learning, and the need to avoid stereotyping, acknowledging that while some cultural norms might influence negotiation behaviors, fundamental negotiation principles remain consistent across different environments.

What are some core elements of the Harvard Negotiation Model discussed by Linda Nech?

Some core elements of the Harvard Negotiation Model include focusing on interests rather than positions, generating a variety of options that could satisfy these interests, developing objective criteria to evaluate these options, and considering alternatives such as BATNA to ensure agreements align with parties' best interests.

How did Linda Nech's military background influence her approach to negotiation?

Linda Nech's military background provided her with early, practical experience in high-stakes negotiation scenarios, shaping her ability to handle diverse and challenging situations. This experience highlighted the need for formal negotiation strategies and techniques, which she later pursued in her academic and professional development.

What example does Linda Nech use to illustrate interest-based negotiation?

Linda Nech uses the example of two children arguing over an orange, where the parent's solution to split the orange in half doesn't fully satisfy either child's true interest. This example illustrates the importance of understanding deeper interests behind positions to find more satisfying solutions for all parties involved.

What are the educational benefits of teaching negotiation skills, according to Linda Nech?

According to Linda Nech, teaching negotiation skills can help reduce conflicts and improve relationships by enabling individuals to better understand each other's interests and motivations. Simulations and practical exercises in negotiation teach valuable life skills, enhance communication, and help build more collaborative environments.