Think about a prior negotiation scenario in your own life, something professional or person that you’ve experienced in the past that did not end 100% the way you wanted it to end. Examples include purchasing a vehicle, deciding how many children you wanted with a partner, selling a business, getting a job, etc. Share your scenario with the class per the prompt and format below. Italics are there as directions to you the student and may be deleted prior to submission. Your posts will be evaluated based on their alignment to the principles in GTY (Getting to Yes), writing quality, and the creativity and thorough quality in your responses to others. Note: this is a “post-first” discussion so until you post, you will not see your colleagues’ posts.
- The Problem: Describe narratively what happened in this negotiation scenario through the new GTY lens.
- Separate the People from the Problem: Discuss the perspectives of each side and identify the joint problem.
- Focus on Interests, Not Positions: Identify the Interests of each side and describe them in an objective way, e.g. “the interests of the construction company are to complete a quality job quickly, efficiently, cost-effectively, and to preserve their reputation for safety and reliability in the community.”
- Invent Options for Mutual Gain: What options do you see for mutual gain in your scenario?
- Insist on Using Objective Criteria: Following the steps in Chapter 5, list some objective criteria that both parties could have used to move forward in the negotiation
- How could using the steps above have changed or how do you suspect they will change the outcome of your negotiation scenario? Here’s the key – how could GTY techniques have helped you in that scenario?
