Online Research Communities

1
Basics of Negotiating
Based on the Harvard Negotiation Project
Principles See Getting to YES Fisher and Ury,
and Patton Houghton Mifflin
2
A Four-Step Process

• Find out participants reasons or interests
• Invent options for mutual gain
• Choose objective criteria
• Reach agreement (or not)

3
Preliminaries to Negotiating

• Choose participants, prepare
• Sit side by side or around a table
• Create an informal atmosphere
• Choose an experienced facilitator
• Declare there will be 4 separate steps and
  clarify the ground rules

4
Step 1. Find Out Reasons or Interests

• Begin by setting initial positions or demands
  aside
• Find out motivating reasons or interests
• Memorize helpful questions
• How will that benefit you?
• Why do you want to do this?
• Have you seen this work well in the past?
• Could you let me know more about how this will
  fulfill your goals?

5
Step 2. Invent Options for Mutual Gain

• Think outside the box
• Do not criticize or agree to anything
• Do NOT say
• We tried that and it didnt work.
• Youve got to be kidding!
• Lay out many options

6
Step 3. Choose Objective Criteria

• This is a separate step (better than battle of
  wills)
• Frame each issue as a joint search for objective
  criteria
• Never yield to pressure
• Examples of criteria
• Degree to which all parties are benefited
• Fair allocation of costs
• Fair time frame
• Simplicity of solution

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Step 4. Reach Agreement

• Systematic review of options in light of chosen
  criteria
• No re-entering earlier phases
• Anticipate how future complaints or disagreements
  will be handled
• Keep in mind your BATNA (Best
  Alternative To a Negotiated Agreement)

8
What If They Dont Play Fair?

• Compare your BATNA with theirs to decide whether
  to withdraw
• Dont agree to unfair rules
• Play out the process for them and invite them to
  participate
• OK, I heard you say, Take it or leave it, but
  before I do either one, Im going to go through
  what I see as my reasons and yours in defining
  this possible internship. Feel free to jump in
  and correct me if Im wrong.

9
Listen Actively

• Dont plan a response while the other person is
  talking
• Rephrase what you heard in your own words
• Discount biases
• Obtain verification of what youve heard
• Does that mean that _____?
• So, for instance, would you then do X?

10
Lead through Excellence in Engineering
Communication

• More resources are available for you
• under Engineering Communication at Connexions
  at http//cnx.org
• at the Cain Project site at http//www.owlnet.rice
  .edu/cainproj
• in your course Communication Folder in OWLSPACE