Leadership Communication - Focus on Interest, not Positions Invent Options for Mutual Gains

Summary

The video script focuses on the principles and strategies of effective business negotiation, emphasizing the importance of focusing on interests rather than positions. The speaker, Angraini Peranandari, guides viewers through the process of identifying underlying interests behind each party's positions to find common ground and mutual benefits. The session covers techniques such as asking 'why' to understand motivations, acknowledging the different interests of each party, and creating a list of these interests. It also discusses the importance of being concrete yet flexible during negotiations, especially when faced with changes or new proposals. The video introduces the concept of brainstorming to generate creative options and the use of objective criteria to evaluate and select the best solutions. The speaker stresses the need for a fair and legitimate process in developing objective criteria and the flexibility required in applying these criteria to reach mutually beneficial outcomes. The summary provides a clear and concise overview of the key points in the script, inviting viewers to explore the intricacies of successful negotiation strategies.

Takeaways

• 🤝 Focus on interests rather than positions: In negotiations, concentrate on the underlying interests of the parties involved instead of their stated positions to find a mutually beneficial solution.
• 🔍 Identify underlying interests: Behind every position, there are interests. Understanding these can help in revealing common ground and resolving conflicts.
• 🤔 Ask 'why' questions: To dig deeper into the interests of the other party, ask why they prefer certain options or reject others to uncover their true concerns and needs.
• 📝 List interests: Create a list of the various interests at play to clarify what each party wants and to identify areas of potential agreement.
• 🌟 Show understanding: Demonstrate that you understand the other party's interests and show how your proposal addresses them.
• 🧠 Be knowledgeable: Gain knowledge about the interests of all parties involved, as this is crucial for effective negotiation.
• 🔀 Be flexible: Be prepared to adapt and be flexible during the negotiation process, especially when new proposals or changes arise.
• 🚫 Avoid premature judgment: Delay judgment of options until all creative possibilities have been explored to ensure a comprehensive range of solutions.
• 💡 Generate creative options: Separate the act of inventing options from the act of judging them to foster a wide range of potential solutions.
• 📊 Use objective criteria: Utilize objective criteria in negotiations to ensure fairness and practicality, which can guide the decision-making process.
• 🔄 Iterate through steps: If a problem persists, return to previous steps in the negotiation process to refine and improve upon the proposed solutions.

Q & A

What is the main focus of negotiation according to the video?

The main focus of negotiation should be on interests rather than positions. This means concentrating on the underlying issues and conflicts rather than the opposing positions of the individuals involved.

Why is it important to separate the problem from the position during negotiation?

Separating the problem from the position is crucial because each position may have underlying interests that are not necessarily opposed to each other. By focusing on interests, negotiators can find common ground and work towards a mutually beneficial solution.

How can one identify the interests of the other party in a negotiation?

To identify the interests of the other party, one can start by asking why they prefer certain options or why they reject others. This helps to dig deeper into their motivations and concerns.

What is the role of understanding the different interests of each party in a negotiation?

Understanding the different interests is key to finding a solution that satisfies all parties. It allows negotiators to create a list of interests and then communicate their own interests effectively while also being aware of the interests of the counterpart.

Why is it necessary to be both concrete and flexible during negotiations?

Being concrete helps to define the problem and the desired outcomes clearly, while being flexible allows for adaptability in the face of changes, discussions, and new proposals. This balance is important for successful negotiation.

What is the significance of being hard on the problem but soft on the people during negotiation?

Being hard on the problem means focusing on finding a solution without being influenced by personal feelings or biases. Being soft on the people ensures that the relationship between negotiators remains respectful and collaborative, which is crucial for reaching an agreement.

How can one create the best options for mutual gains during a negotiation?

First, one should diagnose the situation to identify any obstacles or barriers. Then, separate the act of inventing options from the act of judging them. This involves brainstorming without immediate judgment to generate a wide range of potential solutions.

What are the steps involved in the brainstorming process for creating negotiation options?

The steps include understanding the purpose, selecting appropriate participants, possibly changing the environment to be more informal, clarifying ground rules, brainstorming ideas, recording the process, and evaluating promising ideas for feasibility.

How can the circle chart method help in expanding negotiation options?

The circle chart method involves four basic steps: identifying the problem, diagnosing the issue, suggesting possible approaches and solutions, and determining actionable ideas. It's an iterative process that allows for revisiting previous steps until a satisfactory solution is found.

What are shared interests and why are they important in achieving mutual gains?

Shared interests are common goals or concerns between the negotiating parties. Identifying these can help in creating solutions that provide mutual benefits and increase the likelihood of a successful negotiation.

How can objective criteria be used in negotiations?

Objective criteria can be used by first understanding the nature of the criteria, which should be fair, independent, legitimate, and practical. During negotiation, parties can jointly search for and agree upon these criteria to ensure a fair and objective outcome.

What is the importance of having a fair procedure in developing objective criteria for negotiation?

A fair procedure ensures that the outcome is seen as legitimate and unbiased. This helps build trust and credibility, making it more likely for parties to accept the results of the negotiation.

Outlines

00:00

😀 Focusing on Interests Over Positions in Negotiations

The first paragraph emphasizes the importance of focusing on the interests rather than the positions during a negotiation. It suggests that conflicts should be addressed by understanding the underlying concerns and needs of the parties involved, not just their stated positions. The speaker advises to ask 'why' questions to delve deeper into the interests of the other party and to create a list of these interests. It also highlights the need for flexibility and maintaining a soft approach towards the people involved in the negotiation while being firm on the problem.

05:00

🤔 Inventing Options for Mutual Gains

The second paragraph discusses the process of creating options that can lead to mutual gains in a negotiation. It starts by advising to separate the act of inventing options from judging them to foster creativity. The speaker suggests brainstorming as a method to generate a wide range of options, ensuring that the process is aligned with the goals of both parties. The importance of selecting the right participants, choosing an appropriate environment, and possibly using a facilitator for the brainstorming session is also mentioned. The paragraph outlines steps for diagnosing the problem, suggesting solutions, and identifying promising ideas. It concludes with the recommendation to evaluate these ideas for feasibility and to expand options using a circle chart approach.

10:01

📝 Using Objective Criteria in Negotiations

The third paragraph explores the use of objective criteria in negotiations. It differentiates between positional bargaining, where the focus is on one's own and the other party's positions, and using objective criteria, which are independent, legitimate, and practical standards. The speaker outlines the steps for developing objective criteria, including understanding what the criteria are, jointly searching for them, and agreeing on which standards to apply. It also stresses the importance of a fair procedure and the flexibility to adapt to the situation at hand. The paragraph concludes by encouraging negotiators to use objective criteria to reach a fair outcome that benefits both parties.

Keywords

💡negotiation

Negotiation is a process where two or more parties discuss and resolve their differences to reach an agreement. In the video, negotiation is the central theme, focusing on how to approach business negotiations effectively.

💡interests vs. positions

The distinction between focusing on interests rather than positions is a key concept in the video. Interests refer to the underlying concerns and needs of the parties involved, whereas positions are the specific demands or stances they take. The video emphasizes the importance of identifying and reconciling interests to find mutually beneficial solutions.

💡mutual gains

Mutual gains refer to outcomes where all parties in a negotiation feel they have benefited. The video discusses strategies to create options that lead to mutual gains, which is a preferred approach in negotiations as it fosters a win-win situation.

💡creative options

Creative options are innovative solutions that can satisfy the interests of all parties in a negotiation. The video suggests generating a variety of options and then assessing which ones could provide mutual gains, highlighting the importance of thinking beyond traditional solutions.

💡objective criteria

Objective criteria are fair, independent, and legitimate standards used to evaluate and compare different options in a negotiation. The video explains that using objective criteria can help parties reach a fair agreement that is based on measurable and unbiased factors.

💡brainstorming

Brainstorming is a technique used to generate a large number of ideas in a group setting. In the context of the video, brainstorming is suggested as a method to come up with creative options for mutual gains, emphasizing the importance of an open and informal environment.

💡flexibility

Flexibility in negotiations is the ability to adapt and adjust one's approach based on the evolving discussion and proposals. The video encourages negotiators to be both concrete and flexible, allowing for adjustments as new information or ideas emerge.

💡hard on the problem, soft on the people

This phrase from the video suggests maintaining a strong focus on solving the problem at hand while remaining considerate and gentle in interactions with the other negotiators. It's about being tough on the issues but not on the people involved.

💡shared interests

Shared interests are common goals or concerns that both parties in a negotiation have. Identifying these can help in finding solutions that satisfy everyone's needs, as discussed in the video in the context of achieving mutual gains.

💡preferences

Preferences are the priorities or favored outcomes that a party in a negotiation has. The video talks about understanding the preferences of both oneself and the other party to make informed decisions and to create options that align with those preferences.

💡decision-making

Decision-making in the context of the video refers to the process of evaluating options and choosing a course of action during a negotiation. The video emphasizes the importance of making decisions that are fair and based on objective criteria.

Highlights

Focus on interests rather than positions during negotiation to address the problem rather than the people involved.

Interests define the problem, so it's crucial to understand the underlying concerns and needs of each party.

Each position has underlying interests, which may be in conflict but not always entirely opposite.

Identify the interests by asking 'why' or 'why not' to delve deeper into the reasons behind certain choices.

Recognize that each party and the counterpart have different interests.

Create a list to outline the interests of each party involved in the negotiation.

Communicate your interests clearly and understand the interests of the other party.

Be concrete but flexible during negotiations, adapting to changes and proposals.

Be hard on the problem but soft on the people; maintain a focus on the issue without being harsh on the individuals.

Perform a diagnosis to understand the obstacles and hindrances in creating negotiation options.

Avoid single-answer thinking and embrace multiple alternatives to find mutual gains.

Separate the act of inventing options from the act of judging to foster creativity.

Use brainstorming to generate a wide range of ideas and ensure they align with both parties' interests.

Establish clear ground rules before starting a brainstorming session to set expectations.

Record the brainstorming process to capture all ideas and facilitate evaluation later.

Identify and highlight promising ideas that could be feasible solutions.

Evaluate ideas critically to assess their viability and potential shortcomings.

Use a circle chart to explore and expand options through a four-step process: problem, analysis, approaches, and actions.

Identify shared interests and differences to find common ground and areas of compromise.

Understand the preferences of the negotiating counterpart to make informed decisions.

Keep decisions straightforward and avoid overcomplicating the negotiation process.

Use objective criteria in negotiations to ensure fairness and practicality.

Develop objective criteria that are independent, legitimate, and applicable.

Ensure a fair procedure and outcome in negotiations by using objective criteria.

Be flexible in applying objective criteria based on the situation and maintain principles.

Transcripts

[Musik]

Halo kembali lagi dalam video

pembelajaran di kelas komunikasi dan

negosiasi bisnis bersama dengan saya

angraini peranandari di sesi kali ini

kita akan melanjutkan diskusi kita

terkait dengan negosiasi Apa yang akan

kita diskusikan pada sesi ini yaitu

terkait dengan focus on interest not

positions dan juga invent options for

mutual games di sesi sebelumnya kita

sudah belajar terkait Apa sih bedanya

bergaining dan E negotiating gitu ya Nah

di sesi kali ini kita akan gali lebih

dalam terkait

negosiasi nah yang pertama adalah focus

on interest not positions jadi ketika

ada permasalahan kita harus fokus pada

permasalahannya pada konfliknya bukan

pada orangnya gitu ya bukan pada

posisi-posisi orangnya gitu ya kemudian

eh untuk mendapatkan y Solutions We

should reconcile interest not position

gitu ya karena interest ini define the

problem jadi eh basic problem itu bukan

pada posisi orang yang berkonflik tapi

pada misalnya

eh concern Apa sih yang ditakutkan

misalnya apa sih yang dibutuhkan itu

adalah interestnya Jadi bukan pada

posisi orangnya Dia siapa gitu ya

kemudian eh di balik setiap posisi itu

sebenarnya ada interest juga ya ke

kemudian

ee karena posisi orang lain itu

berkebalikan dengan kita maka eh

interestnya pasti juga akan berkebalikan

Nah kan belum tentu nih jadi kita harus

berhati-hati kita harus pisahkan antara

ee permasalahannya dengan posisinya

posisinya tuh belum tentu 100%

berkebalikan bisa jadi ada beberapa poin

yang sama yang itu kemudian harus kita

perhatikan dalam proses ketika kita

bernegosiasi nah gimana sih caranya kita

dapat mengidentifikasi mereka tuh

interestnya apa ya mereka tertariknya

pada apa ya atau mereka tuh maunya apa

gitu ya Anda dapat memulai dengan

bertanya kenapa atau Eh kenapa tidak

ketika misalnya mereka memberikan kita

memberikan opsi tapi mereka tidak mau

Kenapa kok tidak mau gitu kita tanyakan

itu untuk menggali lebih dalam kemudian

kita juga harus pahami bahwa setiap

pihak pihak kita dan pihak counterpart

itu punya eh interest yang berbeda-beda

tentu saja Kemudian

eh Anda bikin daftar deh kira-kira

mereka interestnya apa saja gitu ya

kemudian Gimana caranya Anda

menyampaikan interest Anda pada

eh pihak yang

berngosiasi dengan anda anda tunjukkan

bahwa anda tuh maunya ini anda tuh

maunya itu gitu ya kemudian penting juga

untuk knowledge interest mereka juga

gitu ya sebagai problem yang perlu

didiskusikan kemudian ee sebelum anda

jawab Anda taruh dulu nih oh

permasalahannya ini gitu ya kemudian ee

Anda harus berusaha untuk bisa konkret

gitu ya tapi juga fleksibel kalau

misalnya di ada perubahan ada diskusi

kemudian ee ada usulan-usulan yang

sekiranya baik sekiranya e membantu Anda

juga Anda harus bisa fleksibel gitu ya

dan yang paling penting adalah be hard

on the problem but Sof on the people

jadi fokus lagi-lagi fokus saja pada

permasalahan ya tapi tidak kemudian kita

juga harus keras pada orangnya enggak

kita harus tetap

e lembut gitu ya ketika memperlakukan

lawan negosiator kita nah kemudian

Gimana caranya kita bisa memunculkan

atau membuat opsi-opsi terbaik supaya

terjadi mutual gains supaya kedua belah

pihak itu merasa diuntungkan Gimana

caranya Eh kita pertama-tama melakukan

diagnosis dulu ya gitu ya Jadi kalau

tadi Eh di sesi sebelumnya kita

melakukan analisis nah ini mirip jadi

eh ketika kita mau melakukan negosiasi

ada obstacle ada hambatan yang

sebenarnya mengganggu kita kita ketika

kita mau membuat opsi gitu ya Ada

primater Judgement belum apa-apa

nge-judge gitu Nah itu merupakan salah

satu hambatan kemudian searching for

single answer Maksudnya apa Kita cuman

mau satu jawaban aja enggak mau

alternatif padahal yang kita cari adalah

opsi gitu kan kemudian kita punya

pemikiran bahwa solving their problem is

their problem menyelesaikan masalah

mereka adalah urusan mereka sendiri bisa

jadi enggak bisa jadi itu menjadi bagian

dari urusan kita kita ketika kita

bernegosiasi gitu ya kemudian yang

berikutnya adalah prescriptions

bagaimana kita membuat creative options

maka kamu perlu melakukan separate the

Act of inventing option from the Act of

judging jadi jangan nge-judge tapi kita

menyusun kira-kira opsi apa sih yang

bisa muncul gitu ya kemudian

eh kita cari nih kira-kira dari

opsi-opsi yang ada dari opsi-opsi yang

muncul yang mana yang bisa memberikan

keuntungan bagi kedua belah pihak mutual

gains menjadi hal yang kita utamakan di

sini gitu ya kemudian kita cari cara

juga supaya membuat keputusan itu

menjadi hal yang mudah yang tidak berat

gitu ya untuk bisa memisahkan antara

inventing dan deciding mungkin kita

perlu melakukan eh yang namanya

brainstorming gitu ya Nah brainstorming

ini adalah untuk kita pastikan kita tahu

bahwa ide kita usulan kita itu juga

searah dengan ide dan juga usulan dari

counterparts kita yang pertama yang

perlu kita perhatikan sebelum

brainstorming ini dilakukan kita harus

tahu tujuan kita apa gitu ya kemudian

kita pilih nih partisipan yang sesuai

untuk melaksanakan brainstorming

tersebut kemudian kalau perlu eh kita

ubah environment-nya artinya Kita

sesuaikan dengan keadaan yang kita hadap

ap kemudian kalau memungkinkan juga

atmosfernya kita set supaya informal

gitu ya supaya lebih nyaman kemudian

kalau diperlukan kita siapkan atau kita

pilih seorang facilitator jika

diperlukan adanya facilitator atau

mediator gitu ya kemudian ketika

brainstorming eh secara teknis kita

duduk

berhadap-hadapan kemudian kita perjelas

ground rules-nya apa gitu ya kemudian

kita Lakukan diskusi ini kita brainstorm

kita Kemukakan ide-ide kita kemudian

Jangan lupa untuk mencatat atau merekam

eh proses brainstorming ini kemudian

setelah brainstorming prosesnya selesai

yang perlu kita lakukan selanjutnya

adalah kalau ada promising ideas itu

kita Tandai ini yang mungkin posibel Eh

ini yang posibel dilakukan gitu ya

kemudian eh kita tunjukkan atau kita

berikan kira-kira dari promising eh

ideas itu kita bisa lakukan apa ya gitu

nah kemudian Jangan lupa untuk melakukan

evaluasi supaya kita tahu apakah

kemudian ide tersebut dapat dilakukan

dengan baik atau ada kekurangannya

Oke kemudian

eh untuk melakukan apa namanya

memperluas opsi gitu ya Anda bisa eh

mempelajarinya melalui circle chart ini

dalam inventing options ada empat basic

step tadi yang pertama Anda harus tahu

dulu problems-nya gitu ya apa sih

masalahnya kemudian step kedua itu

adalah kita lakukan analisis kita di

lakukan diagnosa masalahnya apa ya

kemudian eh apa yang bisa kita suggest

gitu ya kemudian kita catat juga

kira-kira nanti hambatannya apa Nah

kemudian di tahap yang ketiga step

ketiga adalah approaches kita lakukan

pendekatan gitu ya

Eh concern-nya apa kemudian Apa yang

posibel di dilakukan dalam pendekatan

ini kemudian eh eh kita generate ideas

yang kira-kira e dapat dilakukan yangib

untuk dilakukan gitu ya kemudian di

tahapan yang keempat E itu adalah

actions ideas Apa sih yang bisa kita

selesaikan di sini gitu ya kemudian e

Langkah apa yang bisa kita lakukan nah

ketika kita sudah sampai action ideas

tapi kemudian permasalahannya belum

dapat terselesaikan kita kembali lagi ke

step pertama kita anggap itu sebagai

permasalahan lagi dan kemudian kita

berputar lagi ke step kedua ketiga dan

keempat sampai kita rasa cukup Gitu ya

kemudian eh yang berikutnya adalah Eh

kita cari nih supaya bisa mendapatkan

mutual gains jadi eh kita

identifikasi shared interest-nya apa sih

interest yang sama gitu ya kemudian yang

ada yang berbeda kira-kira bisa kita

apakan ya interest yang berbeda ini

kemudian penting juga untuk kita tahu

preference dari ee lawan bicara kita

atau Negos lawan negosiator kita itu apa

gitu kemudian kita buat keputusan itu

menjadi eh hal yang jangan dibikin rumit

gitu ya Eh jadi misalnya keputusan ini

Who shoose itu artinya mau dari sudut

pandang kita atau sudut pandang lawan

negosiasi kita gitu ya kemudian

keputusannya apa nih yang mau diambil

setelah negosiasi ini nih gitu ya Ee

supaya bisa

ee menjadi mutual gains untuk kedua

belah pihak yang bernegosiasi

oke nah dari tadi kita berbicara terkait

prosesnya Sekarang kita akan lanjutkan

Bagaimana kita bisa eh menggunakan

objektif kriteria dalam bernegosiasi

gitu ya Eh ketika kita mau menggunakan

objektif kriteria dalam bernegosiasi ee

eh kita mulai dengan

eh positional bergaining di awal sebelum

kita menggunakan objectif criteria masih

ingat ya kemudian

Eh kalau kita menggunakan positional

burgaining artinya

eh kita tahu posisi kita kita tahu

posisi orang lain kemudian eh apa yang

dia mau apa yang kita mau gitu ya Nah

sedangkan dalam negosiasi kita diarahkan

untuk menggunakan kriteria-kriteria

objektif hal-hal yang sifatnya objektif

gitu ya tidak kemudian mementingkan

kepentingan kita atau mementingkan

kepentingan

Eh lawan negosiator kita gitu ya

Eh gimana caranya develop objective

criteria yang pertama dengan fair

standar jadi objektif kriteria itu

sebaiknya eh independen tapi juga

legitimate dan juga praktis bisa

dilakukan gitu ya Eh kemudian eh

objektif kriteria ini juga tidak hanya

hal-hal yang sifatnya teoretical tapi

juga bisa kita terapkan bisa kita

lakukan doable gitu ya kemudian dalam

developing objective criteria yang

penting berikutnya adalah fair prosedure

eh kita harus bisa membuat eh sebuah

hasil outcome itu yang kemudian Eh bisa

digunakan

untuk beragam hal yang kita anggap ini

fair gitu ya supaya ketika ada konflik

orang akan lihat Oh prosedurnya fair kok

jadi orang akan lihat bahwa ini eh

prosedur yang objektif gitu nah e

Bagaimana cara kita bernegosiasi dengan

objektif criteria gitu ya yang pertama

kita harus tahu isunya apa gitu ya atau

kita bisa melakukan join search kita

cari sama-sama kira-kira objektif

kriterianya gimana ya gitu kemudian

eh yang kedua adalah Kita paham e k kira

yang mana ya Yang bisa kita aplikasikan

gitu ya Ee standar yang mana yang bisa

kita aplikasikan yang kemudian kita

pahami bersama anda dengan lawan

negosiator Anda kemudian dalam ee

bernegosiasi menggunakan objektif

kriteria itu kita harus berpegang teguh

pada prinsip gitu ya bukan kemudian kita

push lawan negosiator kita untuk eh

segera memberikan respon atau segera

bersetuju dengan kita

gitu ya jadi ee menggunakan objektif

kriteria dalam bernegosiasi ini

sebenarnya hal yang cukup Strik gitu ya

tapi sebenarnya bisa fleksibel juga

tergantung Bagaimana situasi yang kita

hadapi kemudian

eh itu saja terkait dengan Eh bagaimana

kita ber negosiasi dengan

kriteria-kriteria objektif Jadi jangan

sampai kita bernegosiasi hanya

mementingkan diri kita sendiri atau

pihak negosiator mementingkan

kepentingan mereka sendiri tapi sebisa

mungkin kita menggunakan

kriteria-kriteria yang objektif Oke

terima kasih sampai di sini dulu sesi

kali ini kita akan lanjutkan di sesi

yang lain Terima kasih sampai

jumpa