Fisher, Roger
Getting ready to negotiate : the getting to yes workbook - New York : Penguin Books, 1995 - 192 p.
2. In a hurry? The seven elements of negotiation 3. Interests: What do people really want? Identify the relevant parties Clarify the interests Probe for underlying interests 4. Options: What are possible agreements or bits of an agreement? Create options to meet interests Find ways to maximize joint gains 5. Alternatives: What will i do if we do not agree? Think of my alternatives to a negotiated agreement Select and improve my BATNA Identify alternatives open to the other side Estimate their BATNA 6. Legitimacy: What criteria will i use to persuade each of us that we are not being ripped off? Use external standards as a sword and as a shield Use the fairness of the process to persuade Offer them an attractive way to explain their decision 7. Communication: Am i ready to listen and talk effectively? Question my assumptions and identify things to listen for Reframe to help them understand 8. Relationship: Am i ready to deal with the relationship? Separate people issues from substantive issues Prepare to build a good working relationship 9. Commitment: What commitments should i seek or make? Identify the issues to be included in the agreement Plan the steps to agreement Moving from preparation to negotiation 10. Getting ready to agree
9780140235319
Negociação
Manual
Getting ready to negotiate : the getting to yes workbook - New York : Penguin Books, 1995 - 192 p.
2. In a hurry? The seven elements of negotiation 3. Interests: What do people really want? Identify the relevant parties Clarify the interests Probe for underlying interests 4. Options: What are possible agreements or bits of an agreement? Create options to meet interests Find ways to maximize joint gains 5. Alternatives: What will i do if we do not agree? Think of my alternatives to a negotiated agreement Select and improve my BATNA Identify alternatives open to the other side Estimate their BATNA 6. Legitimacy: What criteria will i use to persuade each of us that we are not being ripped off? Use external standards as a sword and as a shield Use the fairness of the process to persuade Offer them an attractive way to explain their decision 7. Communication: Am i ready to listen and talk effectively? Question my assumptions and identify things to listen for Reframe to help them understand 8. Relationship: Am i ready to deal with the relationship? Separate people issues from substantive issues Prepare to build a good working relationship 9. Commitment: What commitments should i seek or make? Identify the issues to be included in the agreement Plan the steps to agreement Moving from preparation to negotiation 10. Getting ready to agree
9780140235319
Negociação
Manual
