Intrenion

Intrenion Doctrine

Getting to Yes (Roger Fisher et al.)

Table of Contents

• Audio Discussion
• Episode 1
  • Practice 1: Explore interests behind positions
  • Practice 2: Separate relationship issues from negotiation issues
  • Practice 3: Understand needs before discussing solutions
  • Practice 4: Create options before choosing one
  • Practice 5: Resolve disagreements with objective standards
• Episode 2
  • Practice 6: Strengthen your best alternative before negotiating
  • Practice 7: Redirect positional tactics toward principled discussion
  • Practice 8: Address unfair tactics openly
  • Practice 9: Apply principled negotiation throughout the process

Audio Discussion

TBD…

Episode 1

Practice 1: Explore interests behind positions

Problem
Fixed positions create unnecessary conflict.

Action
Identify the interests that each position is trying to satisfy.

Outcome
You find more opportunities for agreement.

Chapter: The Problem - Don’t Bargain Over Positions

Practice 2: Separate relationship issues from negotiation issues

Problem
Personal tensions make problem-solving harder.

Action
Address people’s concerns without mixing them with the substantive issue.

Outcome
You can work together more effectively.

Chapter: The Method - Separate the People from the Problem

Practice 3: Understand needs before discussing solutions

Problem
Proposed solutions often overlook what people actually need.

Action
Clarify the interests, concerns, and priorities of each side first.

Outcome
Solutions become more relevant and acceptable.

Chapter: The Method - Focus on Interests, Not Positions

Practice 4: Create options before choosing one

Problem
Looking for a single answer too early limits possible agreements.

Action
Generate multiple options that could benefit all parties.

Outcome
You increase the chance of mutual gain.

Chapter: The Method - Invent Options for Mutual Gain

Practice 5: Resolve disagreements with objective standards

Problem
Decisions based on pressure are difficult to accept as fair.

Action
Evaluate proposals using independent, objective criteria.

Outcome
Agreements gain greater legitimacy.

Chapter: The Method - Insist on Using Objective Criteria

Episode 2

Practice 6: Strengthen your best alternative before negotiating

Problem
Dependence on reaching a deal weakens your position.

Action
Develop a strong BATNA before making negotiation decisions.

Outcome
You can reject unfavorable agreements with confidence.

Chapter: Yes, But… - What If They Are More Powerful? (Develop Your BATNA - Best Alternative To a Negotiated Agreement)

Practice 7: Redirect positional tactics toward principled discussion

Problem
Aggressive bargaining can pull negotiations away from problem-solving.

Action
Return the conversation to interests, options, and objective standards.

Outcome
The discussion stays focused on resolving the issue.

Chapter: Yes, But… - What If They Won’t Play? (Use Negotiation Jujitsu)

Practice 8: Address unfair tactics openly

Problem
Manipulative tactics can distort negotiation outcomes.

Action
Identify the tactic and discuss the fairness of the process directly.

Outcome
Unfair pressure becomes less effective.

Chapter: Yes, But… - What If They Use Dirty Tricks? (Taming the Hard Bargainer)

Practice 9: Apply principled negotiation throughout the process

Problem
Agreements based on pressure often fail to last.

Action
Use interests, options, objective standards, and strong alternatives in every negotiation.

Outcome
You achieve durable, workable agreements.

Chapter: In Conclusion