Imagine you're a Department Manager in a multinational corporation. You've been tasked with negotiating a vital contract with a key supplier. This negotiation determines not only the cost and quality of materials your team will be working with but also impacts the timely production of your department's deliverables. In such a critical situation, Fisher's Basic Negotiation Framework offers a practical, structured approach.
Interests: Understand your own interests and the interests of the other party. Don't just think about positions (what each party wants), focus on why they want it - their underlying needs, concerns, and desires.
Options: Generate a variety of possibilities before deciding what to do. The key here is creativity; the more options available, the more chances of finding mutually beneficial solutions.
Standards: Use independent standards or criteria as a foundation for the discussion. This can include market values, legal precedence, or industry standards. Avoid biased or arbitrary decisions.
Stage 1: Identify Interests
Stage 2: Generate Options
Stage 3: Apply Independent Standards
Fisher's framework fosters a cooperative, problem-solving atmosphere rather than a confrontational, win-lose situation. It enables clear communication and mutual understanding. By focusing on interests and deploying creative option generation, it increases the chances of reaching a win-win outcome.
Understanding Fisher's Basic Negotiation Framework and effectively applying it elevates your negotiation skills. It helps you to navigate even the toughest negotiations, securing optimal outcomes for your department and your organization.