Getting More, non getting All.
It is a methodology for negotiating from Stuart Diamond.
THere is an interesting book about: "Getting More".
Each business is an exposure to risks scattered among stakeholders. These should be properly managed.
Negotiating skills is about treating them and are essentials for prospering (Xun) or, sometimes, even surviving (Dui).
In brief, the methodology is composed by 12 advices. In the following, these are organized in a 3x4 fashion:
- 3 dimensions: negotiation components
- 4 phases: negotiation unwrapping
3 Dimensions
The negotiation could be analyzed by three directions:
- Emotional
- Psychic
- Linguistic
4 Phases
According to Deming (Shewhart) cycle, there are 4 phases the dimensions are applied to:
- Plan
- Do
- Check
- Act
Mapping 3 Dimensions and 4 Phases
| # | Name | Dimension | PDCA | Recommendation | Description |
|---|---|---|---|---|---|
| 1 | Molehills | Psychic | Plan | Do not delay Do not pack |
Delaying resolution or adding statements can result in making other part to magnify risks and and weaknesses, refusing self-help negotiations |
| 2 | Easiest First | Emotional | Plan | Do Start easy | Other side responds with emotions and frustations: not thinking or listening. Calm down with uncontroversial issues before |
| 3 | Goals not Blames | Psychic | Plan | Do stay positive | Showing accusation allow for lawyers and fights |
| 4 | Ask Questions | Linguistic | Do | Don't drive hard lines | Committing an Hard position makes the personality the target. Make both parties seeking a Solution |
| 5 | Recap Accomplishment | Linguistic | Do | Do summarize past plus | Keeping repeating obtained solutions and facts to be dealt with helps to remian focused on seeeking solutions |
| 6 | Firm but Unemotional | Linguistic | Do | Do admit weaknesses | Being ready to firmly insist on a fair solution |
| 7 | Keep Listening | Psychic | Check | Do notice other decision making | Harvesting complementary information could be very effective to closing a deal. Sometimes, the speaking pearson is looking for rehabilitate his reputation within the group |
| 8 | Business not Legal | Linguistic | Check | Do avoid black hole | Dealing with law is complex, uncertainty and risky |
| 9 | Break before Big | Psychic | Check | Do find new whole ideas | Referring to business colleague who is apart from negotiation could allow for new opportunities and solutions. Do not shut down the bargaining session |
| 10 | First Offer, if info | Emotional | Act | Do anchor near to you | If you have information set other side's expectation. If you have not, get using question tool |
| 11 | No Extreme offer | Emotional | Act | Do not attempt to out-match | Asking too much persuade to be out of fleence |
| 12 | Never give up | Emotional | Act | Do keep door open | Searching for a Getting More resolution, always |