Getting to Yes - Principled Negotiation
Description
Comprehensive study of the Harvard Negotiation Project's principled negotiation method, focusing on the four core principles of separating people from problems, focusing on interests, generating options, and using objective criteria.
Learning Objectives
Learners will master the principled negotiation methodology by understanding how to separate people from problems to maintain relationships while addressing issues, focusing on underlying interests rather than stated positions, generating multiple options for mutual gain through creative problem-solving, and insisting on objective criteria to ensure fair and lasting agreements that satisfy all parties' core interests while preserving relationships.
Topics (6)
Master the technique of dealing with relationship issues separately from substantive problems, managing emotions, and building rapport.
Techniques for uncovering interests through questioning, listening, and exploration to find common ground and creative solutions.
Learn to identify and apply objective standards such as market value, precedent, scientific judgment, or professional standards.
Techniques for dealing with positional bargainers, attacks on you or your ideas, and pressure tactics while staying focused on interests.
Best practices for closing negotiations, documenting agreements, implementation planning, and ongoing relationship management.
Systematic approach to generating creative options including brainstorming techniques, expanding resources, and finding trades across issues.