negotiation · 2010-06-02 · negotiation objectives? at the beginning loosing track?...
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© FAO 2009
Resources for policy making
Negotiation Key Features
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By
for the
FOOD AND AGRICULTURE ORGANIZATION OF THE UNITED NATIONS, FAO
© FAO 2009
Resources for policy making
Jean BaliéEconomist, Agricultural Development Economics Division
NegotiationKey Features
About EASYPol The EASYPol home page is available at: www.fao.org/easypol
EASYPol is a multilingual repository of freely downloadable resources for policy making in agriculture, rural development and food security. The resources are the results of research and field work by policy experts at FAO. The site is maintained by FAO’s Policy Assistance Support Service, Policy and Programme Development Support Division, FAO.
Related resources:See the Training Path Policy Learning Programme 2009 for other related resources. Download theProgramme Summary for background information and the Overview of the Programme Modules and Sessions for a complete list of resources developed for the Policy Learning Programme 2009. FAO Policy Learning Website: http://www.fao.org/tc/tca/policy-learning/en/
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� Build relationship
� Deal with process
� Focus on outcome/ content
The 3 Basic Negotiation Domains
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Negotiation Objectives?at the beginning loosing track?
Communication?MessagesPerceptions
Deadlocks and failures?Tension Principal – AgentAgreementsTrust and Reputation
Key elements of the case
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On the objective : ! to win, maximise score! minimise risk! not let the other one win
On the process: ! should avoid or eliminate conflict/ manage! should dominate/ make a partner! power battle/ opportunity for sustainable solution! the fixed pie (= a competitive process)
Usual Assumptions
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Your perceptions are not always their intentions• Your ideas on their messages• Their ideas on your messages • Perception become distorted as conflict
intensifies
Question your prejudices• Preference for short or long term• Preference for content or relationship• Preferences on interests (compatibles?)• Difference in cultures, values, & background
Improving our perceptions
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How we build different stories ?
1. Available information (stimulus)
2. Our observations
3. Our interpretations
4. Our conclusions
5. Our behaviors
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Negotiators assets
What is difficult to Build and very easy to Loose?
Trust Reputation
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How much do I trust them ?How much should I disclose ?
How to create trust?• share information (feedback, needs, interests/positions)• communicate history • develop informal contacts - getting to know build reputation
(personal, structure)• shape perceptions and develop chemistry• use self-enforcing mechanisms (yes method, process)• .....
Building Trust, Investing in the Relationship
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The three main tensions
Cooperation/ Competition
Empathy / Assertiveness
Principal / Agent
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“a plan, method, or series of manoeuvres to obtain a specific goal or result”
What is a Strategy
http://dictionary.reference.com/browse/strategy
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Distributive/ competitive (positional)• I want it all
Integrative/ cooperative (interest-based)• I create value to satisfy everyone’s needs
Mix-strategies! I expand the pie, while ! Claiming an appropriate share
How to Define Our Strategy?
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Cooperation / Problem solving
Yielding/
Altruistic
Focus on own interests
Compromising
Avoiding Competition
Focu
s on
cou
nter
part�
s in
tere
sts
Negotiation Strategy
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• Know your BATNA(Best Alternative to a Negotiated Agreement)
• Build your BATNA prior to negotiation
• Consider ALL alternatives (outside the negotiation)
Preparation: Key to Effective Negotiations
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Deal or Walk Away?
Evaluate Potential Agreements
Make the Deal?
Prefer BATNA?
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Build a deal using the 7 elements
Alternative (BATNA) Agreement is better
Interests ≠ positions Satisfies mine, yours or theirs, those of others
Options Select the best possible option which does not leave value at the table
Criteria Accord is legitimate, equitable, reasonable
Commitments Realistic, operational, & planned
Communication Effective
Relationship Durable among parties
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Interest vs position
• what is it they say they want?
A party’s stated solution to the conflict – position
• what is it they really need? why?
A party’s needs, reasons that underlie their position in the conflict - interests
Integrative Negotiations
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Creating value – enlarging the pie
• Differences in interests:
! find communalities
! explore differences for complementarities
• Differences in judgment (assumptions, future):
! communicate information on needs, concerns
Integrative Negotiations
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Creating value – enlarging the pie
• Ways of adding value to what parties have achieved
• Ways that make, at least, one party better off without harming the others
Sharing value – cutting the pie
A candle loses none of its light by lighting another candle
Integrative Negotiations