Negotiating Agreement

Without Giving In

Getting to

You are a Negotiator

• Everyone negotiates something every day.

• People negotiate even when they don’t think of themselves as doing so.

• Like Moliere’s Monsieur Jourdain who was delighted to learn he had been speaking prose all his life.

Skills

• Dispute Resolution• Conflict Resolution• Problem Solving• Decision Making• Agreement Making

How to Approach a Negotiation Problem

• How to “win” without compromising friendships and relationships

• We make decisions within our families, organizations, and societies

John T. Dunlop (July 5, 1914 – October 2, 2003)

• Dunlop was the United States Secretary of Labor between 1975 and 1976. He was Chairman of the U.S.Commission on the Future of Worker/Management Relations from 1993–1995 and arbitrator and impartial chairman of various U.S. labor-management committees, and also member of numerous government boards on industrial relations disputes and economic stabilization programs.

Averell Harriman (November 15, 1891 – July 26, 1986)

• American politician, businessman, and diplomat. He was the son of railroad baron E. H. Harriman. He served as Secretary of Commerce under President Harry S. Truman and later as the 48th Governor of New York. He was a candidate for the Democratic presidential nomination in 1952, and again in 1956 when he was endorsed by President Truman but lost to Adlai Stevenson both times. Harriman served President Franklin D. Roosevelt as special envoy to Europe and served as the U.S. Ambassador to the Soviet Union and U.S. Ambassador to Britain. He served in numerous U.S. diplomatic assignments in the Kennedy and Johnson administrations. He was a core member of the group of foreign policy elders known as "The Wise Men".

Ann Landers• Ann Landers was a pen name

created by Chicago Sun-Times advice columnist Ruth Crowley in 1943 and taken over by Eppie Lederer in 1955. For 56 years, the Ask Ann Landers syndicated advice column was a regular feature in many newspapers across North America. Due to this popularity, 'Ann Landers', though fictional, became something of a national institution and cultural icon.

Elliot Richardson (July 20, 1920 – December 31, 1999)

• American lawyer and politician who was a member of the cabinet of Presidents Richard Nixon and Gerald Ford. As U.S. Attorney General, he was a prominent figure in the Watergate Scandal, and resigned rather than obey President Nixon's order to fire special prosecutor Archibald Cox.

• Richardson served as Secretary of Health, Education, and Welfare from 1970 to 1973, Secretary of Defense from January to May 1973, Attorney General from May to October 1973, and Secretary of Commerce from 1976 to 1977. That makes him one of only two individuals to have held four Cabinet positions within the United States government.

Elliot Richardson• He was among the first troops of

the "Big Ivy" to come up Causeway No. 2 from Utah Beach, which had been under fire from German artillery at Brécourt Manor. He was among the many who noticed the guns ceasing their firing after (unbeknownst to him), paratroopers of the 101st under Lieutenant Richard Winters had knocked them out. After Stephen Ambrose's book Band of Brothers was published, Richardson wrote to Winters and thanked him.

1972 Nixon visit to China

• Richard Nixon's 1972 visit to the People's Republic of China was an important step in formally normalizing relations between the United States (U.S.) and the People's Republic of China (PRC). It marked the first time a U.S. president had visited the PRC, and the visit ended 25 years of separation between the two sides.

Authors

Roger Fisher

• Harvard Law Professor• Harvard Negotiation

Project• Lawyer• Paris: Marshall Plan• TV: The Advocates

William Ury

• Harvard• PhD Social

anthropology• Mediator and Advisor– Nuclear Risk Reduction– Strikes– Wars

• TED

Bruce Patton

• Harvard• Vantage Partners– Global 2000 Companies

• Arias Peace Plan– Central America– Oscar Arias

• South Africa– Create constitutional

process that ended Apartheid

A Generation Ago…

• Decision making in most places was hierarchical

• Top of pyramid– Work, family, politics– Make decisions– People at the bottom

follow– Direct Control

• Command and Control

In Today’s World…

• Flatter organizations• Innovation• Internet• Networks• To accomplish our work

and meet our needs:• Rely on dozens, hundreds,

thousands of individuals and organizations over whom we exercise no direct control

To Get What We Want…

• We are compelled to Negotiate.

• Pyramids of power are shifting into networks of negotiation.

• Communications revolution

• Global “virtual” organizations

• Cross-cultural transactions

Power of Networks

Negotiating Revolution

• From Adversarial to Cooperative

• From specialized to general

• Wise agreement is better for both sides than the alternative.

• Principled Negotiation

Principled Negotiation

• Negotiation based on a joint search for mutual gains and legitimate standards.

• Process to find opportunities and search for solutions that are better for both sides.

Principled Negotiation

• Negotiators are people first.

• Disentangle people from the problem.

• Soft on people, hard on the problem.

• Remain respectful and attentive to people issues

• Be Kind

Principled Negotiation

• Strengthen a relationship even as you disagree about substance.

• Hard headed, side-by-side problem solving.

Getting to Yes

• After the final no there comes a yes and on that yes the future world depends– Wallace Stevens