WIN-WIN NEGOTIATING: Turning Conflict into Agreement by Fred E. with Paul Gillette Jandt

WIN-WIN NEGOTIATING: Turning Conflict into Agreement

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Practicable counsel from a professional negotiator on ways to resolve conflict to the mutual advantage of all parties involved. With conflict broadly defined as competition for any resource in limited supply--money, space, personnel, responsibility--Jandt's principles can be applied in situations ranging from simple domestic disputes through full-blown international crises. The veteran go-between takes specific issue with Fisher and Ury, the authors of Getting to Yes (1981), disputing the notion that it's possible to reach agreement without granting concessions of some sort. ""If you never give in, you're not negotiating, you're merely forcing the other folks to bend to your will,"" he observes. In Jandt's book, take-it-or-leave-it bargaining is the ultimate folly, and splitting the difference makes scarcely better sense. The trick is to determine at the outset what people really want--and will accept. In this conciliatory context, intermediaries and rivals can address underlying needs before positions polarize, and thus improve the chances for a reapproachment that provides something for everyone. Among other techniques that might prove useful to those in pursuit of accommodation, Jandt commends unpacking, i.e., identifying all sources of dissatisfaction and dealing with them as separate matters. Sales representatives can use this approach to mollify disgruntled customers, e.g., by making complaints a multilateral proposition and linking concessions on certain points to compromise on others. Jandt also has suggestions on how to respond to chicanery and stonewalling adversaries who act as though there's nothing to negotiate. Since these hardball players expect most people to quit without a fight, he advises the best course may be to make a pest of oneself or enlist allies--like a regulatory agency. Jandt concedes it's not always easy to put win-win negotiating theory into practice. But his accessible guide should prove helpful to anyone seeking to apply the golden rule more productively.

Pub Date: June 11th, 1985
ISBN: 0471858773
Publisher: Wiley