Author gives five step strategies
for negotiating with parties which don’t cooperate and gives inflexible
approach for dealing with people who feel out bad and get angry because they don’t
know any more effective way to behave when they don’t see any benefit out of negotiating.
The steps involved in dealing with these parties are:
1) This is by controlling
one’s own behavior .When you are facing difficulty author quotes “going to balcony”.
You need to keep the mental equilibrium by keeping yourself distant emotionally
and seeing the situation objectively.
2) The second step is
by disarming the opponent by stepping to their side. By listening actively to
the other side by clarifying doubts and questions .There is need to say yes to
reduce tensions and foster and environment of agreement. Saying Yes instead of But.
Making I statements rather than make you statements.
3) By reframing
disputes in terms of interest rather than on positions. Asking open ended and problem
solving oriented questions and asking why and why not questions situational to
elicit opponent’s interest and to generate alternative solutions. Identify the
4) By building the
opponent party a golden bridge to make them from their position to an
agreement. Offering choices to opponent party and seeking third party
recommendations for opponents and giving the opponent party the credit to solve
the problem and finding the solution. Allowing the opponent to go to balcony
before making their decision.
5) This is the step
when the opponent party refuses to accept the golden bridge, so in this case
you need to make it hard for opponent to say no. Instead of using power to bring
the opponent to knees using power to bring them to the senses Here the goal is
to educate opponent party that agreement is in their best interest If the other
party still resist the BATNA needs to be applied.
The goal is not to
dominate other side or to destroy them but the goal is to make them partners in
solving shared problems