negotiations: criteria for achievement measuring preparationpreparation achievementachievement to...

Negotiations: Criteria for Achievement MeasuringPR

EPARATION

ACHIEVEMENT

TO CONDUCT

OBSERVE

Некоторые обще-принятые показатели успеха в переговорах

Some Common Measures of Success

• To achieve maximum concessions from another party

• To make other party to overstep its last line in negotiations

• Get the last cent out of the other party

• Remain equally dissatisfied

• To avoid conflict

• To make some deal whatsoever

Интересы часто лежат под поверхностью

ЖеланияЦенности Наблюдения

ПредположенияРаны

ПотребностиУбеждения

Восприятие

Заключения

Позиции

Interests are not always seen at the surface

WishesValues Observations

AssumptionsWounds

DemandsConvictions

Perception

Conclusions

Position

If “YES” If “NO”

INTERESTS

VARIANTS

CRITERIA

COMMUNICATIONRELATIONSHIP

COMMITMENTS ALTERNATIVES

Переговоры: Критерии успеха

Negotiation: Criteria for Measuring Success

Agreement or result achieved:1. Better than our BAPA – the best ALTERNATIVE to potential

agreement

2. Satisfies INTERESTS: INTERESTS POSITIONS

• Our – good• Their – at least, acceptable• Others – at least, bearable

3. Does not leave any mutually profitable decisions: is one of the best VARIANTS among variety

4. Fair – parties consider the result to be rightful and reasonable with relation to objective CRITERIA

5. Provides well-planned, realistic and feasible OBLIGATIONS

6. Achieved by effective way – obvious efficient COMMUNICATION

7. Helps to establish good labor RELATIONS among parties

Руководство по переговорам

Guidelines for Negotiation

Clarify INTERESTS , not positions

• Ask “Why?”, “Why not?”

• Focus on mutual interests, study diverse interests

• Advert to CRITERIA and new ALTERNATIVES in the case of competitive interests

Develop VARIANTS for achieving mutual benefit

• Divide processes of working up and taking decisions

• Develop possibilities by “brainstorming” – with no appraisals, obligations or ascribing ideas to particular people

Руководство по переговорам (продолжение)

Guidelines for Negotiation(cont.)

Use CRITERIA for better capabilities assessment • Ask “Why is it fair?”• Advert to fair procedures

• Use a test of “counter effect” (how do you feel in

their place?)

Undertake OBLIGATIONS in the end of the process

• First discuss, then take a decision– No obligations before comprehensive

study of interests and variants• Think over how as well as what

• Make them feel they are involved into a result by involving them into the process

Руководство по переговорам (продолжение)

Guidelines for Negotiation (cont.)

Determine your own Best Alternative to Potential Agreement (BAPA)

• Assess their BAPA

• Assess feasibility of both BAPA

Establish effective bilateral COMMUNICATION

• Listen carefully and ask questions

• Balance the support of interests and their studying

• Explain your views, explore their views

• Represent what you say taking into account what they will perceive

Руководство по переговорам (продолжение)

Guidelines for Negotiation (cont.)

Separate people from problems

• Deal with RELATIONSHIPS and a subject of negotiations in a form they require

• Attack a problem, not people

• Use humane methods when dealing with human problems

Rules for Negotiations1.Consent is not a necessity;- Inwardly, make up a goal

consisting of 7 elements.2. Perform your role but don’t play

it. 3. Keep your notes in secret.4. Avoid making new strong

arguments.