[Partnerwerks Collaboratory] Intention versus Technique in Integrative Negotiation

Welcome to Partnerwerks Collaboratory!
January 24, 2000

For everyone who desires to accomplish more with others,
Collaboratory promotes TeamAbility(TM) -- the individual mental
skills and behaviors that create highly responsible and
productive relationships at work.

In this issue:

1. 10-Second Collaboratory
2. Welcome Notes
3. Check It Out at http://www.partnerwerks.com
4. Intention versus Technique in Integrative Negotiation
5. 5-Minute TeamAbility(TM) Stretch
6. Index to Collaboratory Archives

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1. 10-Second Collaboratory

Intention, not technique, directs your power in negotiation. So,
establish your intention with care.

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2. Welcome Notes

Thank you to those of you who wrote this week to share stories
and ideas about integrative negotiation. Welcome to new
subscribers! Share Collaboratory with your work group to get
everybody learning together.

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3. Check It Out at http://www.partnerwerks.com

Gone is the archive list from every Collaboratory because you can now
search the web based archives for solutions to relationship problems. 
For instance, want to know how to build rapport? Go to
http://zip.mail-list.com/archives/collaboratory 
Type "build rapport" into the text box and click "search." Try it!

What if everyone in your company practiced integrative negotiation?
Find out by recommending Partnerwerks' Integrative Negotiating course!
Read about it at:
http://www.partnerwerks.com/What_s_Here_/Jump_In/Reception/Courses___Custom_Services/Integrative_Negotiating/integrative_negotiating.html

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4. INTENTION VERSUS TECHNIQUE IN INTEGRATIVE NEGOTIATION

Last week we looked at the importance of establishing common
ground in negotiating.  This week, let's look at some examples of
establishing common ground from an integrative frame of reference
and a distributive frame.  Why?  There's no better way to
demonstrate that intention is more powerful than technique.  The
"tools" for powerful negotiation are the same, regardless of
one's ethics or intention. And, while techniques supply power,
one's real strength in negotiation comes from one's intention to
INTEGRATE, rather than DISTRIBUTE power and resources. Decide for
yourself which story below shows an integrative intent and which
a distributive intent.

Ex.  1: Seeking a large budget increase for her project, a project
manager opens a conversation with her boss with this preface: "Before
I get to the bottom line, I'd like to check some assumptions.  First,
I assume that this project you assigned me is one of the top
priorities in our department.  In fact, I understand that it's your
single most important priority and that its success is front-of-mind
for your manager.  This project is actually viewed as the gate to the
future of the company, isn't it?  I thought so.  So...Boss, you and I
have a problem to solve TOGETHER, because my best forecasts show that
we're going to come up short TOGETHER if we don't find a way to move
more resources into this project.  Let me show you the facts..."

Ex.  2: Having his offer for a prime piece of real estate
accepted, the investor quipped, "Mr.  Seller, you and I have put
together a fine deal.  A GREAT deal!  I'll have my lawyer draw up
the papers.  I just need to make a couple of phone calls to run
it by my Board of Directors.  Then, you and I can get together
tomorrow to execute the deal."  The next day, the investor calls
the seller and says, "Mr. Seller, I was sure that you and I had
put together the greatest deal ever, but that Board of Directors
is really tough on us...and there are a few little changes
they've asked us to look into...."  (Note: I heard a conversation
like this in a taped seminar from an expert negotiator who
bragged there never was any Board of Directors!!)

It's not too hard to discern which example illustrates an
integrative intent and which a distributive intent, is it?  My
best advice to you is to adopt an integrative approach when
continuing a relationship is a top priority to you.  You can use
distributive negotiation if and when you don't care about a
continuing relationship or about a creative win.  But be careful
how you assess the value of not continuing any relationship.

Techniques commonly taught for powerful negotiation are the same
-- whether your approach to a given situation is distributive or
integrative.  In future weeks, we'll examine how to use all the
following techniques from an integrative perspective: 
- argue for a third party 
- bargain tough 
- give yourself alternatives and, 
- never compromise!

Get started with this week's 5-Minute TeamAbility(TM) Stretch.

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5. 5-Minute TeamAbility(TM) Stretch

We negotiate every day, whether we're thinking about it or not.
Consider your most powerful negotiation of the last week. It
could be one you "won," one someone else "won," one both parties
"won," or one both parties "lost." What was your intention as you
entered the negotiation -- to integrate or distribute power and
resources? How did you establish and use common ground? Did the
negotiation leave the relationship intact? Or did one or more
parties choose to distribute more power and resources to
themselves than to others -- thereby weakening the long-term
vitality of the relationship?


I wish you a world of productive relationships.

Faithfully,
Christopher M. Avery, Ph.D.

P.S.  Please write me at cavery@partnerwerks.com to share your
insights.  Or post your question on The Team Advisor, at:
http://www.partnerwerks.com/What_s_Here_/Jump_In/Offices/Partnerwerks_Associates/_Christopher_Avery/team_advisor.html

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6. Search Collaboratory archives at:

http://zip.mail-list.com/archives/collaboratory

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To schedule a presentation or consultation with Dr. Avery, contact
info@partnerwerks.com.  See presentation topics at:
http://www.partnerwerks.com/What_s_Here_/Jump_In/Reception/Courses___Custom_Services/Talks_by_Christopher_Avery/talks_by_christopher_avery.html

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republish Partnerwerks Collaboratory. Please include complete
contact information about the author, Christopher M. Avery,
Ph.D., President, Partnerwerks Inc. (cavery@partnerwerks.com);
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