Monday, March 27, 2006 :::
Problem Solving: "As part of our research we have conducted thousands of negotiation simulations and found that there are certain steps that must occur and if they occur in the right order, the chances of a successful outcome are greatly increased. We did not invent the steps, however, we have distilled a negotiation, mediation, and problem solving process from observing many negotiations, as well as examing the writings of Fisher and Ury, Lewicki, Lax and Sebenius, Kolb, Tannen, and other experts in the field for common insights that can be applied by everyone.
What do we believe are the steps of all problem solving journeys?
1. Strategic introductions (why are each of you at the table)
2. Group agenda formation (process planning is key to sustaining relationships during the tough times of bargaining and other trust busting steps)
3. Sharing information on interests, facts, standards of fairness, and alternatives (IFSA - Interests, Facts, Standards of Fairness, and Alternatives if the deal falls through) Note that Alternatives is referred to as BATNA by Roger Fisher Getting To Yes, Reaching Agreement Without Giving In.
4. Finding common ground (where do we all agree, who are my allies)
5. Brainstorming (suggesting creative solutions without judging)
6. Bargaining (hopefully suggesting your Best First Offer with something to satisfy everyone's needs)
7. Finalizing (getting it down on paper, finding agreement, using deadlines, a little last minute trading)
Why do these work?
All negotiations cover these steps, whether explicitly or implicitly. If you try to skip one or more steps you will find it comes back to haunt your efforts to find an efficient, stable, and wise solution."
::: posted by Eugene at 10:49 PM
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