Negotiation Jujitsu

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What if They Won’t Play (Use Negotiation Jujitsu)
Getting to YesNegotiating
Agreement Without Giving In By Roger Fisher and William Ury
Vikas Singh Ed Hill
What if They Won’t Play
• Theymaystatetheirpositioninunequivocal terms
• Concernedonlywithmaximizingtheirowngains
• Theymayattackyouinplaceofattackingthe problems
Three Basic Strategies
• What you can do
• What they can do – Negotiation Jujitsu
• What a third party can do – One Text Mediation Procedure Negotiation Jujitsu
Three Basic Maneuvers
• Asserting their position forcefully • Attacking your ideas • Attacking you Don’t attack their position, look behind it
• Neither reject nor accept the position • Treat it as one possible option • Look for interest and principles behind it • Think of ways to improve it Don’t defend your ideas, invite criticism and advice

• Invite criticism, instead of resisting it • Ask them what is wrong with a particular idea or an option
• Use their criticism and advice to find out their underlying interests and principles • Rework your ideas in light of what you learn
Recast an attack on you as an attack on the problem
• Resist the temptation to defend yourself or attack them
• Listen to them
• Understand what they are saying
• Recast their attack on you as an attack on the problem
Ask questions and pause
• Use questions instead of statements • Silence
One-text procedure
Call in a third party to:
• Separate the people from the problem • Direct the discussion to interests and options
• Suggest impartial basis for resolving differences
• Separate invention from decision making
How does a third party do this
• Asksabouttheinterestsratherthanpositions • Learnallabouttheirneedsandinterests • Suggest a provisional solution/recommendation • Askthemtocritiqueitorsuggestimprovements • Improvisetherecommendationinlightofinputs • Presentthefinalsolution Getting them to play: The case of Jones Realty and Frank Turnbull •$600 rent per month •Apartment under rent...
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