Let's read...

I want to propose a new way of thinking about negotiation and what you're trying to achieve in that negotiation. And then what I want to do is give you four steps to help you be more effective in getting what you want. Folks typically see negotiation as an adversarial process and are uncomfortable because they're concerned that other folks will think of them as too demanding, too greedy, not nice, or socially awkward. What I want to do today is get you to change the frame of how you think about negotiation, moving it from an adversarial process to one that is problem-solving. And problem-solving is collaborative. I want to solve our problem in a way that's good for you but also gives me more of what it is I want.

Let's follow Margaret Neale...

I want to propose / a new way of thinking about negotiation / and what you're trying to achieve in that negotiation. // And then what I want to do is give you four steps to help you be more effective / in getting what you want. // Folks typically see negotiation as an adversarial process / and are uncomfortable / because / they're concerned that other folks will think of them / as too demanding, / too greedy, / not nice, / or socially awkward. // What I want to do today / is get you to change the frame / of how you think about negotiation, / moving it from an adversarial process / to one / that is problem-solving. // And problem-solving is collaborative. // I want to solve our problem / in a way that's good for you / but also gives me more of what it is I want. //

Let's read...

When we negotiate, most of us view the goal of a negotiation as to get an agreement. This is wrong. The goal of a negotiation is not to get a deal. The goal of a negotiation is to get a good deal. We need to be able to separate what a good deal is from what a bad deal is. So that means we need at least three pieces of information. The first thing we need to know is what is our alternative. What happens to us if this negotiation fails? What are we left with? What's the status quo or what alternatives exist for us? And the research is very clear. He or she with a better alternative does better. Secondly, we need to know what our reservation price is. What's the point at which we are indifferent between saying yes and invoking our alternative? And when you negotiate, it's critical that you understand where that reservation price is because that's the point at which you are indifferent, where a no looks as good as a yes. And the third point, which is really important and one that people often overlook, is that not only do we have to think about our alternative and our reservation price, we also need to think about our aspiration. What is an optimistic assessment of what it is we can achieve in this negotiation?

Let's follow Margaret Neale...

When we negotiate, / most of us view the goal of a negotiation / as to get an agreement. // This is wrong. // The goal of a negotiation is not / to get a deal. // The goal of a negotiation / is to get a good deal. // We need to be able to separate / what a good deal is / from what a bad deal is. // So that means we need at least three pieces of information. // The first thing we need to know is / what is our alternative. // What happens to us if this negotiation fails? // What are we left with? // What's the status quo / or what alternatives exist for us? // And the research is very clear. // He or she / with a better alternative / does better. // Secondly, / we need to know what our reservation price is. // What's the point at which we are indifferent / between / saying yes / and invoking our alternative? // And when you negotiate, / it's critical that you understand where that reservation price is / because that's the point at which you are indifferent, / where a no looks as good / as a yes. // And the third point, / which is really important / and one that people often overlook, / is that not only do we have to think about our alternative / and our reservation price, / we also need to think about our aspiration. // What is an optimistic assessment / of what it is we can achieve in this negotiation? //