that all sides will exceed their BATNA (and thusWnd a mutually advantageous
outcome). Value creating requires the parties to play the ‘‘game’’ of ‘‘what if ?’’ That
is, each party needs to explore possible trades to determine which would leave them
better oV. So, one side might ask the other, ‘‘What if we added ‘more A’ and assumed
‘less B’ in the package? Would you like that better?’’ The other might say, ‘‘Yes, that’s
Estimate your BestAlternative to NegotiatedAgreement (BATNA)and theirs
Improve your BATNA(if possible)
Know your interestsThink about their interests
Explore interestson both sidesSuspend criticism
Behave in ways thatbuild trust
Discuss standardsor criteria for
“dividing
”
Agree on monitoringarrangementsMake it easy tolive up to commitments
Align organizationalincentives and controlsKeep working toimprove relationships
Agree to use neutralsto resolvedisagreements
Use neutrals to suggestpossible distibutions
Design nearlyself-enforcingagreements
Invent withoutcommitting
Generate options andpackages that"make the pie larger"
Use neutrals to improvecommunication
Prepare to suggestmutually beneficialoptions
Clarify your mandateand define your team
CREATE VALUE
DISTRIBUTE VALUE
FOLLOW THROUGH
PREPARE
Fig. 13.1. Mutual gains approach to negotiation
Source: Susskind, Mckearnan, and Thomas Lamar 1999.
arguing, bargaining, and getting agreement 281