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Becoming a More Effective Negotiator Steve Reifenberg University of Notre Dame January 29, 2013

Becoming a More Effective Negotiator Steve Reifenberg University of Notre Dame January 29, 2013. TODAY ’ S CLASS. Discuss “ What Works ” papers Opportunity to meet with development advisory team -- (10 minutes) Negotiation theory -- applying theory to real life

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Becoming a More Effective Negotiator Steve Reifenberg University of Notre Dame January 29, 2013

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  1. Becoming a More Effective NegotiatorSteve ReifenbergUniversity of Notre DameJanuary 29, 2013

  2. TODAY’S CLASS Discuss “What Works” papers Opportunity to meet with development advisory team -- (10 minutes) Negotiation theory -- applying theory to real life Prepare for Thursday’s Negotiation Exercise

  3. “What Works” effective framing of the problem clarity around goals thoughtful on obstacles and challenges explicit on theory of change use of evidence

  4. Examples of What Works Community approaches to disabilities (India) Preventing mother to children HIV transmission (Nigeria) Eliminating Guinea Worm (global) Preventing blindness (India) Helping babies breathe (Tanzania) Empowering women/quota system village leaders (India) Deworming project (Kenya) Smile Train/cleft lip (global)

  5. uses of evidence (a cautionary note)

  6. D.A.R.E SUCCESS STORIES… “This year millions of school children around the world will benefit from D.A.R.E. (Drug Abuse Resistance Education), the highly acclaimed program that gives kids the skills they need to avoid involvement in drugs, gangs, and violence.” Photo courtesy of Wikimedia Commons.

  7. D.A.R.E “EVIDENCE” OF SUCCESS SINCE 1990, POLICE OFFICERS FROM 49 COUNTRIES HAVE PARTICIPATED IN D.A.R.E PROGRAMS SINCE THE FIRST OF THE YEAR, 41 LAW ENFORCEMENT AGENCIES HAVE STARTED THE D.A.R.E. PROGRAM. OVER THE COURSE OF THE PAST THREE YEARS, WELL OVER 220 COMMUNITIES HAVE STARTED NEW D.A.R.E. PROGRAMS.

  8. “Another D.A.R.E. Success Story” “The parents of this community and the teachers strongly support the D.A.R.E. program. This program is tremendous in teaching our young people...” Inspector Mark Allen Detachment Commander Ontario Provincial Police Ontario, Canada

  9. “EVIDENCE… WHAT IT IS NOT” Repeating long list of goals… “Dramatically expanded participation…” If nothing on impact. “It was uniquely successful….” As a footnote from annual report ”Few organizations are as successful and efficient as X.” As a footnote quoting president of the foundation or celebrity “Millions of dollars invested over many years….” Only documents someone has spent a lots of $ “The University of Notre Dame would not choose to invest its time nor its financial or human resources in an endeavor that was not, at least partially, deemed a success.”

  10. Development Advisory TeamsPrepare for first interaction with client:-- What information do you want to share? (one-page profile of team)-- What information do you want to receive? Book: Getting to Yes: Negotiating agreement Without Giving In, by Roger Fisher and William Ury (preview)

  11. Negotiation fundamentals • Separate the people from the problem • Focuses on interests, not positions • Invents options for mutual gain • Insist on using objective criteria

  12. POSITION… What’s visible = “I want X” Image credit: Uwe Kils. Some rights reserved. INTERESTS… NEEDS, DESIRES, FEARS, HOPES, ASPIRATIONS… “WHAT’S BEHIND WHY I WANT X”

  13. Positions versus Interests – the Sinai Shaded relief map of the Sinai Peninsula, courtesy of Wikimedia Commons.

  14. Negotiations the Sinai -- 1978 Israel had occupied the Egyptian Sinai Peninsula since the Six Day War of 1967 Positions: Israel demands to keep part of the Sinai Egypt insists that every inch of the Sinai be returned to Egyptian sovereignty

  15. Negotiations the Sinai -- 1978 • Interests: • Israel interest is security: • they do not want Egypt • military at their border • For Egypt, it is sovereignty: • the Sinai is part of Egypt. Map courtesy of Wikimedia Commons.

  16. Interests • For a wise solution, • reconcile interests, not positions. • How to identify interests • Ask “Why?” • Ask “Why not?” Think about their choice • Realize each side has multiple interests (even if they are only stating one position)

  17. Options • Creative option = one child gets the fruit and one the peel • Creative option = demilitarized Sinai • Option = all the possible ways that you can meet the interests of the parties

  18. Options Challenges • Premature judgment • Search for a single answer • Assumption of a fixed pie • Thinking that “solving their problem is their problem”

  19. Options • Separate inventing from deciding • Broaden options • Look for mutual gain • Make their decision easy

  20. Negotiations are all about effective communications…

  21. NEGOTIATING WATER SYSTEMS IN BANGLADESH • This is a two-person negotiation • You will be assigned one role • You will represent either • BRAC or Water Health International (WHI) • You will receive confidential information. • Using that information you receive today you will prepare for a one-on-one negotiation on Thursday morning

  22. Thursday’s Negotiation Issues Two major issues: • Salary and conditions for hiring a water expert • Terms of the contract (length and price) between BRAC and WHI

  23. Thursday’s Negotiation Exercise • On Thursday morning, you will be assigned one person to negotiate • Do not share your confidential sheets. • You are to negotiate as effectively as possible the role you are representing. • Please come to this classroom a few minutes before 9:30 a.m. on Thursday. • You should plan to negotiate from 9:30 to 10:00 a.m. • Class with everyone will begin at 10:05 a.m.

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