Sublime

Give them a stake in the outcome by making sure they participate in the process.

Michael fez uma pausa, pensou um pouco e nos deu seu conselho: “Cavalheiros, já fiz muitos negócios na vida e, por meio desse processo, desenvolvi uma metodologia, um jeito de agir ou mesmo uma filosofia, se quiserem. Por essa filosofia, tenho certas crenças. Acredito em prazos artificiais. Acredito em opor um concorrente ao outro. Acredito em tudo

Professor Howard Raiffa’s maximum bid of others (or MBOO, pronounced “maboo”) analysis, which captures the fundamental trade-off in graphical form.

Compliance interactions have very little trust. Therefore, both parties try to protect themselves from “fault” by having a detailed agreement (in many cases, a contract) and following that agreement even when they know it won’t produce the desired outcome.

Putting MESOs on the table allows you to diagnose what is important to your counterparty, which is then the raw material for identifying value-creating trades across issues.

Several other organizations in this research rely on virtually identical conflict resolution mechanisms: first a one-on-one discussion, then mediation by a trusted peer, and finally mediation by a panel.

As a last resort, turn to your BATNA (your Best Alternative To a Negotiated Agreement) and walk out. “It’s my impression that you’re not interested in negotiating in a way that we both think will produce results. Here’s my phone number. If I’m mistaken, I’m ready any time you are. Until then, we’ll pursue the court option.”

Be evidence-based and encourage others to be the same.