Fisher & Ury – Getting to Yes: Negotiating Agreement, without giving in
Conflicten oplossing, en tergelijkertijd ieders behoeften realiseren, respecteren.
1. People
• People isn't the Problem
• Conflict often emerges because we do not disconnect the problem from the person
• DISCONNECT, and rule out emotion
• Do not take it personally!
– You are more than just some thoughts
2. Interests
• Focus on interests in stead of positions
• Why did the problem emerge?
• Why do people want what they ask me?
• What are THEIR interests?
Empatie is hier heel erg belangrijk!
3. Opties
• Look at ALL options
• Is a (partial) win-win no solution at all?
4. Criteria
• Use objective criteria in your arguments
• That have been used before
• That have been proven to be correct
– ! Check resources!
En, kijk ook naar de vijf onderhandelingsposities!
POSITION 1
I am right, You are wrong
POSITION 2
I am wrong, You are right
POSITION 3
Both right, Both wrong
POSITION 4
The issue isn’t important (what is the absolute worst that can happen?!)
POSITION 5
There is truth in all perspective
