Building Partnerships

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Building Partnerships

• Goals
• Discuss experiences partnering with
  non-traditional allies
• Identify elements of effective partnerships
• Discuss the response to building partnerships

Mary Parish. MVP Associates. 3313 Strawberry Run,
Davidsonville, MD 21035. 301.261.4737.
mvpassoc_at_aol.com
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Your Experience in Partnerships
What are the positive aspects of working in
partnerships? What are the negative aspects of
working in partnerships? What non-traditional
partnerships have you been in? What were the
results?
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The Harvard Negotiation Project, developers of
Principled Negotiation, began with the question
What is the best way for us to deal with our
differences?
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Negotiation is successful when it

• Produces a wise agreement, when possible
• Is efficient
• Improves, or at least does not damage, the
  relationships of the people involved

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Separate the person from the problem
People have individual perspectives Be hard on
the problem, soft on the people Step out of
stereotypes Create empathy for the other
persons viewpoint
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Principled Negotiation
WANT
POSITION
POSITION
WANT
INTERESTS
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Focus on Interests, not Positions
Position is singular - Interests are
multiple Interests are the Why? of the
Position Most powerful Interests are basic,
human needs Use stealth communication
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Principled Negotiation
POSITION
POSITION
WANT
WANT
INTERESTS
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Create Options for Mutual Gain
Brainstorm possible options Delay making a
judgment or commitment Seek ways to link
Interests Think How does getting them what
they want,get me what I want?
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Use Objective Criteria
Look for a way to arrive at a fair deal Use a
standard to judge your negotiations success A
good deal is a state of mind Win-win, or no deal?
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Create your BATNA
Best Alternative To a Negotiated Agreement What
you will do if the process of negotiation
breaks down Not, what will I do if I dont get
what I want? Create your BATNA before the
negotiation
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Discovering Interests
Family Mom, Dad, Lee Terry - 15 year old
twins Lee Terry want to go to a rock concert
with friends. The concert will run later than
their midnight curfew. Positions Mom and Dad
want Lee Terry to be home at midnight. Lee
Terry want the curfew lifted for the night of the
concert.
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Roles and Responsibilities
Mom and Dad Identify your interests in having
Lee come home by midnight on the night of the
concert. Lee and Terry Identify your
interests in having the curfew lifted for the
night of the concert. Interested parties 2 -
3 people who want to practice finding and
linking interests.
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Building Effective Partnerships
v Identify your Interests in Joining the
Partnership v Identify your Partners
Interests v Create a Partnership Contract v
Earn the Respect of your Partner v Enhance your
Communication Skills
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What are the challenges ofworking in
partnershipsin the environmental community?

• What impact do those challenges have on the work?