https://www.flickr.com/photos/23950335@N07/
- Главная
- Разное
- Дизайн
- Бизнес и предпринимательство
- Аналитика
- Образование
- Развлечения
- Красота и здоровье
- Финансы
- Государство
- Путешествия
- Спорт
- Недвижимость
- Армия
- Графика
- Культурология
- Еда и кулинария
- Лингвистика
- Английский язык
- Астрономия
- Алгебра
- Биология
- География
- Детские презентации
- Информатика
- История
- Литература
- Маркетинг
- Математика
- Медицина
- Менеджмент
- Музыка
- МХК
- Немецкий язык
- ОБЖ
- Обществознание
- Окружающий мир
- Педагогика
- Русский язык
- Технология
- Физика
- Философия
- Химия
- Шаблоны, картинки для презентаций
- Экология
- Экономика
- Юриспруденция
Don’t презентация
Содержание
- 1. Don’t
- 2. there is a widely held misunderstanding about what great negotiation is
- 3. and that misconception is that great negotiation is fair for all sides
- 4. i’ll let you in on a little secret
- 5. great negotiation is not about being fair
- 6. your choices are not limited to
- 7. in fact, there is a third option
- 8. and that is what great negotiation is all about
- 9. the key to understanding this third option
- 10. what you’ve been defining as win-win, is actually lose-lose
- 11. let me explain by way of an example and a story
- 12. by way of example, let’s assume that we are negotiating over 100% of something
- 13. win-lose occurs when we split the 100%
- 14. in this case, i win and you lose
- 15. and as a result, we may have damaged our long-term relationship a bit ☹
- 16. then there is the case where we split the 100% fairly
- 17. i get 50% and you get 50%
- 18. in practice, this is what most of us call win-win
- 19. but in fact, this is lose-lose
- 20. although we may remain friends after the encounter
- 21. both of us end up equally disappointed with what we got
- 22. so if win-lose is unfair and unhappy
- 23. win-win negotiation happens when each of us
- 24. huh?!?!
- 25. how can two people get 100% of 100%
- 26. easy
- 27. turn the original 100% into 200%
- 28. you do this with creativity and by
- 29. here is a story from Fisher & Ury that demonstrates the magic of 200%….
- 30. a mother returns home from a long
- 31. they are screaming at each other and locked in a tug of war
- 32. the mother sees that they are fighting over an orange
- 33. she forcefully separates the girls
- 34. and with both the girls complaining loudly,
- 35. no, this is not a greek tragedy and there will be no infanticide
- 36. instead, quietly and confidently, she cuts the
- 37. proud to have once more demonstrated mother’s
- 38. but she stops short of the door as something incredibly odd happens
- 39. the first daughter peels the half orange,
- 40. she then goes to the refrigerator to
- 41. simultaneously, and to the great surprise of
- 42. the second daughter then goes to the
- 43. oh dear
- 44. you see what has happened right?
- 45. both daughters could have had 100% of
- 46. what the mother should have done, before
- 47. was to ask, “why”
- 48. why do you want the orange?
- 49. and this leads to real win-win negotiation
- 50. so when you are negotiating with partners, employees, bosses, vendors, children, or friends
- 51. do not allow yourself to settle for win-lose or lose-lose
- 52. push yourself to find the 200% solution
- 53. * and check out Getting to Yes
- 54. SHARE THIS DECK & FOLLOW ME (please-oh-please-oh-please-oh-please)
- 55. CLICK HERE FOR MORE!!!!
there is a widely held misunderstanding about what great negotiation is
Слайд 1A DICK
DON’T
NEGOTIATE
LIKE A DICK
INTEGRATIVE NEGOTIATION ADVICE FROM ROGER FISHER AND
WILLIAM URY
Слайд 9the key to understanding this third option is to disabuse yourself
of the notion that win-win is about being fair
Слайд 13win-lose occurs when we split the 100% in an unfair distribution,
let’s say i get 60% and you get 40%
Слайд 22so if win-lose is unfair and unhappy negotiation and lose-lose is
fair, but unsatisfying negotiation, then what is win-win?
Слайд 23win-win negotiation happens when each of us gets 100%.
* win-win negotiation
is also known as integrative (not distributive) negotiation is defined in greater detail by Roger Fisher and William Ury in their seminal book, Getting to Yes
Слайд 28you do this with creativity and by listening to, and understanding,
the underlying interests of each party
Слайд 30a mother returns home from a long day at the office
and finds her two daughters in the kitchen fighting
Слайд 36instead, quietly and confidently, she cuts the orange in half and
gives each girl half of the fruit
Слайд 37proud to have once more demonstrated mother’s wisdom at finding a
win-win solution, and enjoying the relative quiet that has now descended, she starts to leave the kitchen
Слайд 39the first daughter peels the half orange, throws the peel in
the garbage shoot and eats the fruit
Слайд 41simultaneously, and to the great surprise of the mother, the second
daughter peels the orange and throws the fruit down the garbage shoot!
Слайд 42the second daughter then goes to the counter top and starts
calculating ingredients to bake half an orange cake, since she has only half the needed orange peel
Слайд 45both daughters could have had 100% of what they wanted, but
instead, because of the seductive fallacy of fairness, they got 50%
Слайд 46what the mother should have done, before jumping straight to the
solution based on the apparent positions of the children (I want the orange)
Слайд 54SHARE THIS DECK & FOLLOW ME
(please-oh-please-oh-please-oh-please)
stay up to date with my
future slideshare posts
http://www.slideshare.net/selenasol/presentations
https://twitter.com/eric_tachibana
http://www.linkedin.com/pub/eric-tachibana/0/33/b53
Please note that all content & opinions expressed in this deck are my own and don’t necessarily represent the position of my current, or any previous, employers
