Invent options for mutual gain

Four major obstacles inhibiting invention of options:

1. Premature judgment 

2. Searching for the single answer

3. Assumption of a fixed pie

4. Thinking that solving the problem is their problem

Four basic steps for inventing options

1. Define the problem

2. Analysis, diagnose causes of the problem

3. Approaches, what are the possible strategies?

4. Action ideas

Inventing creative options

Separate act of inventing options from the act of judging them

Brainstorming 

• Define the purpose
• Choose a few participants
• Clarify ground rules including a no criticism rule

Post-brainstorming

• Identify most promising ideas
• Invent improvement of promising ideas
• Evaluate ideas and decide

Broaden options on the table rather than looking for a single answer

• Examine problem from view of different professionals and disciplines
• Invent agreements of different strengths
• Change Scope of proposed agreement

Look for mutual gain

• Identify shared interests
• Shared interests lie latent in every negotiation
• Shared interests are opportunities
• Stressing shared interests can make the negotiation smoother

Dovetail differing interest

• Different beliefs？
• Different valued placed on time？
• Differing Forecasts？
• Differences in aversion to risk？

 Make their decision easy

• Without some option that appeals to other side there will be not agreement
• Option must be viewed as legitimate