In GettingPast No, Author gave a strategy for negotiatingwith stubborn opponent. They said that there are ways of dealing withuncooperative behaviour. Author in “Getting to Yes”told that agreements should be wise to maintain relationships with parties.
Author said that negotiations are generally happen in form of positionalbargaining in which each party bargain over a price as per their position. And I believe it is an inefficient way of doing agreement as it disregardthe parties’ interests. It leads to stubbornness between the parties and it harmrelationship for long run. So people should use principled negotiation which provides a moreefficient way of negotiation. Author gave four principles of negotiation. Firstone is to:Separate the people from the problem- Author said that people involved personally in negotiations withemotions and forget about the interests. There main aim in the end is to winthe negotiation and in long run it harms relations.
I experienced it in my negotiation activities- it happens generally thatpeople take it on their ego state and forget about outcome instead they start playingthe blaming game. So it is very important to learn from this principle that oneshould come up with the result which have both interests. Moreover peopleshould understand other feelings & emotions and should see their interestsas well. And most importantly parties should communicate effectively. Evenin my negotiation activity I had done the same mistake that I was busy in planningmy own responses while other party was speaking which I realized after readingthis principle that it is important to listen actively.
In “Getting Past no” it hasbeen said that if a party trying to play with you with powerful emotions otherone should “go to the balcony” means he should not react. Inspiteof striking back one should keep mental balance b keeping emotions away and shouldview the situation practically by identifying the (BATNA). So my understandingis that one should never make a decision on the spot rather should take time toreview the settlement.CONTRAST- In “Getting to yes” – It has been said that one shouldunderstand other emotions but in “Getting past no” it has been said that oneshould understand the emotional tactics of other side and should not react. Connect- Connect between the two is that to play on middle ground,understand others interests and then see if they are genuine or not, if they are genuine consider them but if theyare playing emotionally on wrong grounds then follow” Go to balcony rule” 2) Secondlyauthor said that good agreements should be focus on the interests of parties noton their positions.
Because if you decide it in terms of positions then oneparty has to lose the battle. I believe thatpeople should discuss their interests to create a motivating environment and moreoverif they found that others are paying attention to their need as well they willfeel more comfort. One important thing that I have learned over my negotiation activityis that people should keep a clear focus and should remain open for different offersbecause sometimes they are adamant to the thing they have entered with. So it’simportant to bring the pros and cons on table to make other party feel that lotof other options exist.
Connect- In “GettingPast No” also it has been said that reframe the dispute in terms of interestsrather than positions. They also suggested the way to ask open-ended questions toget clear opponent’s interests and if they resist, ask them “whynot”. 3) Thirdly author said that Generate variety of options before settlingon an agreement. In this obstacles to generate options for solving aproblem have been identified. In mylearning to solve the obstaclespeople should sit and brainstorm their ideas to find all possible way ofsolving the problems. They should first state the problem then analyse it, andfurther should consider approaches and actions. Each party should try to giveproposals that are equally fair to the other side so that the other don’t feelbetrayed.
In “GettingPast No” it has been asked to “build them a golden bridge” to pullthem from their position to an agreement. One should always understand opponentlogic and should not avoid intangible comforts such as identity and security.Connect- Both says that options should be generated.
Ask other party for their ideas and productivecriticism. Both the books believe that at times third party is a betteroption because offer coming from the opponent party is sometimes unacceptablebut the same offer coming from third party is understandable.4) Fourth agreement should be based on objective criteria- The parties shoulduse objective criteria to resolve their differences when interests are directly opposed. In objective criteria partiesshould agree which criteria is best for both of them as it should be both genuineand concrete. There are three pointsto keep in mind when using objective criteria. First ask for the reasoningbehind the other party’s suggestions.
Second, each party must keep an open mind.Third, negotiators must never give in to pressure, threats, or bribes.Myunderstanding from “Getting to Yes” is when the other party Is more powerful thana weaker party should not give the bottom line and instead the weaker partyshould concentrate on consider their best alternative to a negotiated agreement(BATNA). Because negotiation should produce something better than the results onecan obtain without negotiating. I foundthat before learning BATNA concept we were simply negotiating blindly and afterlearning it helped me in negotiating with a powerful person and it also helpedme in raising the minimum bar. But in “Getting Past No” says that power should be used to bringopponent in to senses. The aim is to tell them that agreement is the bestoption for them and keep asking them what you will do if agreement does nothappen.
Give them a reality check that what they are losing.Connect- In “Getting to Yes” it is moretilted towards the helping the weaker party that how they should do negotiationand what to reveal and what not. It is basically helping in making weaker partystrong in points while in “Getting PastNo” it has been said how to handle stubborn party; how to show them reality andhow one should defuse their tricks.In conclusion when the party don’t useprincipled negotiation and makes personal attacks to maximize their advantagesother party should not counter attack in respond to positional bargaining. Furtherwhen parties use immoral tricks to gain an advantage in negotiations; othersshould avoid it and should put all the claims in writing.
The principlednegotiator should identify the positional pressure tactics when parties ask to takethe offer or leave it. The principled party should decline to the tricks or shouldavoid accepting finality of the offer, instead keep trying with options.As, the goal ofnegotiations is not to dominate them, nor to destroy the opponent. The goal isto win parties so that they become long term partners and help in solving aproblem together by reaching a consensus having both party interests.