How To Get Anything You Want Every Single Time - The Harvard Negotiation Project

Summary

This video script explores the principles of principled negotiation, as introduced in *Getting to Yes*. It outlines four key principles: separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and insisting on objective criteria. The script highlights how these strategies can lead to win-win solutions in various situations, from business deals to personal relationships. It also addresses tactics for handling difficult parties and avoiding manipulative tactics, emphasizing the importance of knowing your Best Alternative to a Negotiated Agreement (BATNA) to ensure fair and effective negotiations.

Takeaways

• 😀 Separate the people from the problem: Emotions and personal perceptions should not interfere with decision-making in negotiations. Focus on the issue, not the individual.
• 😀 Focus on interests, not positions: Positions are rigid and often lead to conflict, while interests are flexible and help in finding mutually beneficial solutions.
• 😀 Invent options for mutual gain: Brainstorm a variety of creative solutions to meet the interests of both parties and uncover opportunities that lead to a win-win situation.
• 😀 Insist on objective criteria: Use objective standards, such as market values or legal benchmarks, to guide the negotiation process and ensure fairness.
• 😀 Negotiation Jiu-Jitsu: When the other party refuses principled negotiation, use their energy to redirect the conversation towards solving the problem collaboratively.
• 😀 Deal with dirty tricks: Recognize manipulative tactics and address them calmly, focusing on finding a fair solution and not reacting emotionally.
• 😀 BATNA (Best Alternative to a Negotiated Agreement): Knowing your best alternative gives you strength in negotiations, allowing you to walk away from bad deals with confidence.
• 😀 Interests can be more flexible than positions: By understanding the underlying needs driving each party's position, it becomes easier to find common ground.
• 😀 Creativity in negotiations is key: Use brainstorming sessions to generate a range of options before settling on a final agreement to expand the possibilities for both sides.
• 😀 Principled negotiation applies universally: Whether in business, family, or social settings, focusing on interests and finding fair solutions can resolve conflicts effectively.

Q & A

What is the central concept of 'Getting to Yes' and principled negotiation?

The central concept is principled negotiation, which focuses on solving disagreements by understanding the underlying interests of all parties rather than getting stuck in rigid positions. The goal is to find solutions that satisfy everyone fairly.

Why is it important to separate the people from the problem in negotiations?

Separating the people from the problem helps avoid personal conflicts and allows negotiators to focus on the issue itself. Emotions and personal relationships can cloud judgment, so recognizing and managing emotions is crucial for effective problem-solving.

What does it mean to focus on interests rather than positions in negotiation?

Focusing on interests means exploring the underlying needs and motivations behind each party's position. This allows for more flexibility and opens up the possibility of finding solutions that meet both parties' real needs, instead of rigidly arguing over specific demands.

How does brainstorming for mutual gain benefit both parties in a negotiation?

Brainstorming multiple options allows both sides to explore creative solutions that can address each other's interests. This expands the negotiation possibilities and helps both parties achieve more than they initially expected, creating a win-win outcome.

What is the role of objective criteria in principled negotiation?

Objective criteria provide neutral standards, such as market value or industry practices, to guide decision-making. Using objective measures ensures that the final agreement is fair, reasonable, and not based on personal biases or arbitrary decisions.

What is 'Negotiation Jiu-Jitsu' and how is it used in difficult negotiations?

Negotiation Jiu-Jitsu is a strategy where negotiators remain calm and avoid reacting emotionally to aggressive tactics. Instead, they redirect the other party's energy back to solving the problem, using open-ended questions to keep the conversation focused on collaboration rather than confrontation.

How can negotiators identify and address dirty tricks in negotiation?

Dirty tricks can include tactics like misleading information or psychological pressure. Recognizing these tactics is the first step, followed by calmly calling them out without getting defensive. This helps maintain control over the negotiation and keeps it focused on finding a fair solution.

What is BATNA, and why is it important in negotiation?

BATNA stands for Best Alternative to a Negotiated Agreement. It is the fallback option a negotiator has if the current negotiation doesn't lead to a favorable outcome. Knowing your BATNA gives you confidence and leverage, as it sets a threshold for what you are willing to accept in a negotiation.

How can one develop a strong BATNA?

To develop a strong BATNA, negotiators should list all possible alternatives, evaluate each one based on its pros and cons, and select the best option. This prepares them with a solid backup plan, ensuring they can negotiate confidently without settling for a bad deal.

What is the difference between positions and interests in a negotiation?

Positions are specific demands or stances people take (e.g., 'I want a raise'), while interests are the underlying needs, concerns, or motivations behind those positions (e.g., 'I need financial security'). By focusing on interests, negotiators can find solutions that address both parties' deeper needs.