BUS 132: Getting to Yes Powerpoint Notes

Developing Objective Criteria

• Fair Standards
• Examples

1. market value
2. precedent
3. scientific judgment
4. professional standards
5. efficiency
6. costs
7. what would a court decided
8. moral standards
9. equal treatment
10. tradition
11. reciprocity

• Fair procedures

1. One cuts
2. taking turns
3. drawing lots
4. flipping a coin
5. letting somone elese decided - such as a mediator

• Fame each issue as a joint search for objective criteria

1. author uses the example of purchasing a house
2. What is your theory?
3. Agree first on principles
4. What standards will apply

• Reasons and be open to reason as to which standards are most appropriate and how they should be applied.
• Never yield to pressure, only to principle
• Pressure can take many forms

1. bribe, threat, manipulation, an appeal to trust, or simple refusal to budge
2. invite the party to state their reasons, suggest objective criteria you think should apply

• Getting around - It's company policy

Chapter 6

What if they are more powerful

• protect yourself
• make the most of your assets
• Will prevent you from resisting pressure and temptation
• however using a bottom line involves a high cost

1. limits you from you may have learned during a negotiation
2. A bottom line inhibits imagination

• Know your BATNA
• the insecurity of an unknown BATNA
• formulate a trip wire

1. another test
2. before accepting any agreement, reexamine your position with your trip wire
3. If using a mediator, it gives the mediator room to maneuver.