Read the summary and the most important questions on Colleges, boek, artikelen

• 3 Hoorcollege 3

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• How to invent options to create a win-win situation?

  Serparate inventing from deciding

  Broaden your options

  Look for mutual gain

  Make their decision easy

• What are the goals of brainstorming?

  Reduce social inhibitions

  Stimulate idea generation

  Increase overall activity of the group

• How do you  develop objective criteria?

  There usually is more than one objective criterion. Use fair procedures. Involve an expert, a mediator or independent third party

• How can you protect yourself from making an agreement you should reject?

  Compare any possible agreement to your BATNA.

• What if they are attacking your ideas?

  Don't defend your ideas, invite criticism and advice

  Don't ask them to accept or reject and idea, ask them what is wrong with it

  Examine their negative judgments to find out underlying interests and to improve your ideas from their point of view

  Turn the situation around and ask them for advice

  Aks them what they would do if they were in your shoes

• 4 Boek

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• Describe a soft negotiator...

  Wants to avoid conflict and makes concession readily to reach agreement. Wants to get an amicable solution, yet ends up exploited and bitter.

• 4.1 The Problem

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• What is a danger in arguing over positions with regard to unwise outcomes?

  Those who bargain over positions tend to lock themselves into those positions. The more you clarify your position and defend it against attack, the more committed you become to it. The ego becomes identified with your position and you try to save face.

• What is often missed when negotiating over positions?

  Less attention is being paid to meeting underlying concerns of both parties, agreement is becoming less likely.

• What incentives are created that stall settlement in positional bargaining?

  You try to improve your chance of winning by starting with an extreme position, holding on to it, deceiving the other party as to your true views and by making only small concessions to keep the process going. The other side will do the same.

• 4.2 The Method

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• What are the two interests a negotiator has?

  He has an interest in the substance and in the relationship