[...]... of fixing up as well as an addition Some of their neighbors have been very friendly—as well as understanding about the noise of construction machinery—but others have complained to the local building inspectors without talking first to Fred or Jane The Yanceys are the first AfricanAmerican family to move into the neighborhood They wonder whether the complaints to the building inspector relate to the. .. keep in mind that negotiation is not a competitive sport This doesn’t mean, however, that we’re never in a contest with other parties But we are not competing with the aim of making sure we crush the opposition Rather, we are aiming to do the best we can for ourselves Using this philosophy, we are less interested in the sporting aim of competing and more interested in looking out for ourselves In negotiation,... beyond Interest-based negotiathe differences, they can tion An approach to negocreate obstacles to agreetiation where the parties ment To do this, we need focus on their individual interests and to focus on the interests of the interests of the other parties to find a common ground for building a the parties instead of on mutually acceptable agreement the parties’ differences Those interests can form the. .. may be time consuming If what you’re looking for isn’t readily available, the cost of the search may outweigh the benefits of sticking to your position In most negotiations, focusing on interests will make an enormous difference in the outcome In buying the refrigerator, for example, your interests may include a certain size, color, and shelving flexibility Through your research, you find one model that... further What Difference Does It Make to Distinguish Between Interests and Positions? Distinguishing between interests and positions is a critical first step in understanding the negotiation process If we can determine whether we and the other parties are undertaking interestbased negotiation or positional bargaining, we have a clearer idea of what is happening among us When we use interests as the points... your mind without risking losKnowing that, the smart ing credibility in the negotiation.That’s thing is to treat each negowhy taking a position is usually not a tiation as an episode in an good way to negotiate ongoing relationship Using the interest-based approach is the best way to make sure that happens And if you’re dealing with someone for the first time, the interest-based approach is the approach... company has a relationship with the hotel chain where he’s been staying, but the business deal is for the least expensive room How can he improve the accommodations when he checks into the next hotel? Sally Marks manages a team in the design department of an automobile manufacturing company A directive has arrived from the marketing department indicating the top priority for the next design cycle is to... determine who was right .The winner of the battle was acclaimed the winner of the dispute.Then somebody invented lawyers For the past thousand years or so, we’ve been waging law to decide who wins.Today, as people rely increasingly on negotiation to resolve disputes or reach agreements, they are waging peace to reach the resolution that is most acceptable to all parties agreement Unless they agree instantly... beyond the justification of How will that approach the deadline of the person with accomplish what you are whom you’re negotiating and look at looking for? or If we agree the interests the deadline is intended to do that, what goal of to serve yours will it satisfy? Understanding Our Own Interests One of the most difficult things to do is to understand our own interests Since you and I tend to think that... meet the fundamental interest of boosting your self-image In that case, buying the right car is a derivative interest designed to help fulfill the fundamental interest However, to fulfill the derivative interest of getting the right car, you have to improve your financial picture—yet another derivative interest And if one of the ways to get into better financial shape is to get a raise at work, there’s . w0 h0" alt="" Negotiating Skills for Managers CohenFM.qxd 2/11/02 9:25 AM Page 1 Other titles in the Briefcase Books series include: Customer Relationship Management by Kristin Anderson and. OBTAINED FROM USING THE WORK, INCLUDING ANY INFORMA- TION THAT CAN BE ACCESSED THROUGH THE WORK VIA HYPERLINK OR OTHERWISE, AND EXPRESSLY DISCLAIM ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING. Mean? 59 Looking Inside Yourself 60 Understanding the Subject Matter 61 Internal Negotiation 62 Preparing Other Parties 63 Juggling Conflicting Agendas 65 Strengthening and Weakening BATNAs 66 Reasons