Alternatively, how can we overcome this new “obstacle” out-of…
First and foremost, because Roger Fisher and you may William Ury (1981: 107-108) suggested, a great negotiator is also break the new impasse out-of positional bargaining by becoming good “discussion jujitsu.” Area of the idea is that out of a skilful negotiator just who cannot assault or refuse this new positions mentioned because of the contrary. As an alternative, the guy “rather than resisting their push, [he channels] it toward investigating welfare, inventing choices for common obtain and you can in search of independent conditions.” (Fisher and you can Ury 1981: 108) . Secondly, the new astute negotiator by using open-concluded issues produces an active studying environment aiming in the choosing actual facts about one other side’s determined passion, real demands and you can settlement practices that may cut-off brand new settlement procedure. Once the Douglas Stone, Bruce Patton and you will Sheila Heen (1999) advised a training conversation is possible of the active curious and you can paying attention of your own other hand. Last but most certainly not least, a good negotiator comes with the “strategic device” of creating its “BATNA – Top Alternative to a discussed Contract” (Fisher and you will Ury 1981) and that primarily assists brand new negotiator to learn the fresh new “limits” of any given negotiation inside an instance of zero agreement. Further, BATNA is based on the fresh new comparison of the last discussion stage up against the proper review of their choice. Finally, producing attention-based management conditions throughout the a discussion helps an experienced negotiator so you can achieve their requires. Considering Jeswald Salacuse (2006: 25) a concern for all the negotiator [leader] to inquire about is actually: “why would others pursue myself? ” The answer to that it question is directly connected with the newest important knowledge of brand new passion of your own other hand. Leer más «Alternatively, how can we overcome this new “obstacle” out-of ranking and start to become actual attract-candidates from inside the a settlement?»