Negotiation based on a joint search for mutual gains and legitimate standards.

1. Negotiating Agreement
Without Giving In

2. Getting to

3. You are a Negotiator
• Everyone negotiates
something every day.
• People negotiate even
when they don’t think
of themselves as doing
so.
• Like Moliere’s Monsieur
Jourdain who was
delighted to learn he
had been speaking
prose all his life.

4. Skills
• Dispute Resolution
• Conflict Resolution
• Problem Solving
• Decision Making
• Agreement Making

5. How to Approach a Negotiation
Problem
• How to “win” without
compromising
friendships and
relationships
• We make decisions
within our families,
organizations, and
societies

6. John T. Dunlop
(July 5, 1914 – October 2, 2003)
• Dunlop was the United States
Secretary of Labor between
1975 and 1976. He was
Chairman of the
U.S.Commission on the Future
of Worker/Management
Relations from 1993–1995 and
arbitrator and impartial
chairman of various U.S. labor-management
committees, and
also member of numerous
government boards on
industrial relations disputes
and economic stabilization
programs.

7. Averell Harriman
(November 15, 1891 – July 26, 1986)
• American politician, businessman, and
diplomat. He was the son of railroad
baron E. H. Harriman. He served as
Secretary of Commerce under President
Harry S. Truman and later as the 48th
Governor of New York. He was a
candidate for the Democratic presidential
nomination in 1952, and again in 1956
when he was endorsed by President
Truman but lost to Adlai Stevenson both
times. Harriman served President
Franklin D. Roosevelt as special envoy to
Europe and served as the U.S.
Ambassador to the Soviet Union and U.S.
Ambassador to Britain. He served in
numerous U.S. diplomatic assignments in
the Kennedy and Johnson
administrations. He was a core member
of the group of foreign policy elders
known as "The Wise Men".

8. Ann Landers
• Ann Landers was a pen
name created by Chicago
Sun-Times advice columnist
Ruth Crowley in 1943 and
taken over by Eppie Lederer
in 1955. For 56 years, the
Ask Ann Landers syndicated
advice column was a
regular feature in many
newspapers across North
America. Due to this
popularity, 'Ann Landers',
though fictional, became
something of a national
institution and cultural icon.

9. Elliot Richardson
(July 20, 1920 – December 31, 1999)
• American lawyer and politician who
was a member of the cabinet of
Presidents Richard Nixon and Gerald
Ford. As U.S. Attorney General, he
was a prominent figure in the
Watergate Scandal, and resigned
rather than obey President Nixon's
order to fire special prosecutor
Archibald Cox.
• Richardson served as Secretary of
Health, Education, and Welfare from
1970 to 1973, Secretary of Defense
from January to May 1973, Attorney
General from May to October 1973,
and Secretary of Commerce from
1976 to 1977. That makes him one of
only two individuals to have held four
Cabinet positions within the United
States government.

10. Elliot Richardson
• He was among the first troops
of the "Big Ivy" to come up
Causeway No. 2 from Utah
Beach, which had been under
fire from German artillery at
Brécourt Manor. He was
among the many who noticed
the guns ceasing their firing
after (unbeknownst to him),
paratroopers of the 101st
under Lieutenant Richard
Winters had knocked them
out. After Stephen Ambrose's
book Band of Brothers was
published, Richardson wrote
to Winters and thanked him.

11. 1972 Nixon visit to China
• Richard Nixon's 1972 visit to
the People's Republic of
China was an important
step in formally normalizing
relations between the
United States (U.S.) and the
People's Republic of China
(PRC). It marked the first
time a U.S. president had
visited the PRC, and the visit
ended 25 years of
separation between the two
sides.

12. Authors

13. Roger Fisher
• Harvard Law Professor
• Harvard Negotiation
Project
• Lawyer
• Paris: Marshall Plan
• TV: The Advocates

14. William Ury
• Harvard
• PhD Social
anthropology
• Mediator and Advisor
– Nuclear Risk Reduction
– Strikes
– Wars
• TED

15. Bruce Patton
• Harvard
• Vantage Partners
– Global 2000 Companies
• Arias Peace Plan
– Central America
– Oscar Arias
• South Africa
– Create constitutional
process that ended
Apartheid

18. A Generation Ago…
• Decision making in most
places was hierarchical
• Top of pyramid
– Work, family, politics
– Make decisions
– People at the bottom
follow
– Direct Control
• Command and Control

19. In Today’s World…
• Flatter organizations
• Innovation
• Internet
• Networks
• To accomplish our work
and meet our needs:
• Rely on dozens, hundreds,
thousands of individuals
and organizations over
whom we exercise no
direct control

20. To Get What We Want…
• We are compelled to
Negotiate.
• Pyramids of power are
shifting into networks of
negotiation.
• Communications
revolution
• Global “virtual”
organizations
• Cross-cultural
transactions

21. Power of Networks

22. Negotiating Revolution
• From Adversarial to
Cooperative
• From specialized to
general
• Wise agreement is
better for both sides
than the alternative.
• Principled Negotiation

23. Principled Negotiation
• Negotiation based on a
joint search for mutual
gains and legitimate
standards.
• Process to find
opportunities and
search for solutions that
are better for both
sides.

24. Principled Negotiation
• Negotiators are people
first.
• Disentangle people
from the problem.
• Soft on people, hard on
the problem.
• Remain respectful and
attentive to people
issues
• Be Kind

25. Principled Negotiation
• Strengthen a
relationship even as you
disagree about
substance.
• Hard headed, side-by-side
problem solving.

26. Getting to Yes
• After the final no there
comes a yes and on that
yes the future world
depends
– Wallace Stevens