Negociadores de HARVARD explicam: Como sempre conseguir o que deseja

Summary

In this video, the principles of effective negotiation, as outlined in *Getting to Yes* by Roger Fisher and William Ury, are explored. The key strategies include separating people from the problem, focusing on interests rather than positions, using objective criteria to resolve conflicts, and brainstorming options that benefit both sides. The importance of handling unfair tactics and power imbalances through preparation, particularly by developing a BATNA (Best Alternative to a Negotiated Agreement), is also emphasized. Ultimately, successful negotiations are about cooperation and finding mutually satisfying solutions, not about winning or losing.

Takeaways

• 😀 Negotiation is not about winning or losing, but about finding solutions that satisfy both parties' interests.
• 😀 Separate the people from the problem: Treat the person with respect while focusing on the issue at hand.
• 😀 Focus on interests, not positions: Understand the reasons behind each party's stance and explore mutual needs.
• 😀 Use objective criteria to ensure fairness, such as market standards, legal regulations, or expert opinions.
• 😀 Creative options can lead to mutual benefits: Differences between parties often provide opportunities for innovative solutions.
• 😀 Establishing a relationship with the other party before negotiations increases the chances of a successful outcome.
• 😀 Always ask 'why' to uncover the underlying interests that drive the other party’s position.
• 😀 If the other side uses dishonest tactics, address them directly without personal attacks to neutralize the strategy.
• 😀 Develop your BATNA (Best Alternative to a Negotiated Agreement) to improve your negotiation power, especially if the other side has more power.
• 😀 When facing personal attacks, avoid defending yourself and instead focus on addressing the problem or issue at hand.
• 😀 Negotiation is about working together to find a solution that satisfies both sides, rather than focusing on individual victory.

Q & A

What is the main principle behind negotiation, according to 'How to Get to Yes'?

The main principle of negotiation is not about winning or losing, but finding mutually beneficial solutions that satisfy both parties' interests.

Why should negotiators separate the people from the problem?

Separating the people from the problem helps prevent personal conflicts from affecting the negotiation. It allows you to focus on the issue at hand while maintaining a positive relationship with the other party.

What is the importance of focusing on interests rather than positions in negotiation?

Focusing on interests, rather than positions, allows for a deeper understanding of the underlying needs and desires of both parties. This enables finding solutions that can satisfy both sides, rather than just defending rigid positions.

How can objective criteria help in resolving conflicts during negotiations?

Objective criteria provide a fair, neutral standard for both sides to refer to, such as market prices or legal standards. This helps move the discussion away from personal demands and leads to solutions that are more acceptable to both parties.

Can you explain the concept of BATNA (Best Alternative to a Negotiated Agreement)?

BATNA is your best alternative if a negotiation does not lead to an agreement. Developing a strong BATNA increases your power in the negotiation, as it gives you leverage and prevents you from accepting unfavorable terms.

What should you do if the other side uses dishonest negotiation tactics?

If dishonest tactics are used, such as manipulation or pressure, you should directly address the tactic without attacking the person. Pointing out the strategy can reduce its effectiveness and steer the conversation back to the issue.

Why is it important to generate options for mutual benefit in a negotiation?

Generating options for mutual benefit allows both sides to achieve what they want by exploring creative solutions. This is often possible when both parties have different needs, as shown in the example of dividing an orange.

How can personal attacks be handled during a negotiation?

If personal attacks occur, avoid responding defensively. Instead, redirect the conversation back to the problem, and focus on resolving the issue rather than engaging in a personal confrontation.

What is the significance of building a relationship before negotiations begin?

Building a relationship with the other side before negotiations increases trust and makes future negotiations easier. Studies show that simply knowing the other party improves the chances of a successful negotiation by 25-30%.

What lesson can be learned from the story of the father and son playing Frisbee in Hyde Park?

The lesson from this story is that in negotiations, asking 'who is winning?' is the wrong focus. The real goal is to collaborate and find solutions that satisfy the interests of both sides, rather than competing against each other.