Diagnosis
The main thing that hinders imagination and stops more ideas from being considered.
Premature Judgement
Negotiators tend to make wiser decisions if they consider more than one single option in an agreement.
TRUE
Is it possible for both parties to end up worse off from the negotiation?
Yes.
You should start searching for the a single right answer as early as possible in a negotiation.
FALSE
You should separate inventing from _____.
Deciding / Judging
Does dovetailing differing interests always assure that we will lead to an agreement?
No.
Give an example of assuming that there is a fixed pie.
Example: Two children are fighting over an orange. They assumed that they need to split it in half to have it be fair. However, one only wants the fruit and the other only wants the peel to bake with. One ended up throwing their peel away. They mistakenly assumed that there is a "fixed pie" because both wanted the same orange.
What does it mean to change the scope of a proposed agreement?
Break your agreement into smaller units, or enlarge it to "sweeten the pot."
Example: Ask a prospective editor for your book to only edit the first chapter and then you will see how it goes from there. This way you can decide if you want them to continue their work for the rest of the book without committing upfront.
Different
What is the problem with thinking that "solving their problem is their problem"?
It makes partisan positions, and partisan arguments, and one-sided solutions.
How can making weaker versions of a potential agreement be useful in a negotiation?
You can multiply the number of potential agreements available when your ideal agreement cannot be achieved.
Permanent vs. Provisional, Substantive vs. Procedural, Binding vs. Non-Binding, Etc.
How can you make a decision easy for the other parties you are negotiating with?
Use empathy to understand their perspective and values, make the solutions legitimate and fair, make it painless, etc.
What are the four major obstacles to inventing an abundance of options in negotiations?
1) Premature Judgement
2) Searching for a Single Answer
3) Assumption of a Fixed Pie
4) Thinking that "Their Problem is Their Problem"
What is the Circle Chart and what is its purpose?
It broadens your options by looking at the theory of why an option is good to take. You are not looking for a single "right" answer, but making more space for yourself to negotiate.
It has four steps: Problem, Analysis, Approaches, Action Items
What are the three points to consider for identifying shared interests?
They are not immediately obvious. Consider how you can benefit from cooperation.
They are opportunities, not godsends. Make shared goals that are future-oriented.
Stress them to smooth negotiations. Unity can make it easier to reach agreements.