Six Sigma

KATKAR/SARANG/SEP 28 2017                                                                                 5/155/#5,#8

5)Describe the four points of principled negotiation?

Ans. The four points of principled negotiation is as follows

1.Separate the people from the problem. The conflicting parties tend to be emotional and hence not able to contrast between the objective fact and emotions. They approach the conflicting situation where they don’t actually tackle the underlying problem and deviate from it. The problems remains unsolved. So to minimize the likelihood that the conflict will become strictly interpersonal, the substantive problem should be carefully defined then everyone can work on it.

2.Focus on interests, not positions.

This situation where we have to place emphasis on interests and not on positions arises when a project manager suggests or demands the functional manager to do something for ex-“I need this subassembly by November 15.” With a response from functional manager “My group can’t possibly start on it this year. We might be able to deliver it by February.” These are the opening lines in a dialogue that sounds suspiciously like the haggling of the tourist and the rug peddler. A simple “Let’s talk about the schedule for this subassembly” would be sufficient to open the discussion. In positional negotiation, the “positions” are statements of immediate wants and assume that the environment is static. When negotiation focuses on interests, the negotiator must determine the underlying concern of the other party. Whe a negotiator can  have knowledge of the other parties interest’s it is easy for him to provide solutions to the other party to get the things done without  agreeing with the other’s position.

3. Before trying to reach agreement, invent options for mutual gain.                                                                                               The parties that are in conflict tend to come up with their interest or benefits they want to get while negotiating ignoring the interests of the other party. As a result, they are blind to other outcomes and are not particularly creative. This tends to backfire and something  that never  works out well. So while negotiating its necessary or beneficial that the parties in conflict care about each other’s interests including their own party’s. As a result, they are blind to other outcomes and are not particularly creative. Nonetheless, as soon as the substantive problems are spelled out, some effort should be devoted to finding a wide variety of possible solutions or elements thereof that advance the mutual interests of the conflicting parties. Success at finding options that produce mutual gain positively reinforces win-win negotiations.

4. Insist on using objective criteria.

It is helpful to use an objective criteria rather than dealing with positional statements while negotiating. The objective criteria such as expert opinion, market value, law and company policy can help justify for ex- Functional manager is asking the project manager. Where they focus on objective facts than their interests. This helps in giving room for discussion and logical thinking. It also serves as a way to avoid conflict. Doing this tends to make the negotiation less a contest of wills or exercise in stubbornness.