[China Glass Network] After negotiations, the two or more parties to the negotiations, under the pressure of time and energy, hope to "solve the problem" as soon as possible, reach an agreement, and the negotiations are over. There are several models for solving problems: including the hook method, the cutting method, the intersection method, and the resource method. The hooking method and the cutting method are discussed in the article "From the perspective of a negotiation case" and "Cutting Techniques in Negotiation". In this article, I focus on discussing the problem solving model of the intersection method with my colleagues.
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Intersection Law: It is the two parties seeking a larger convention. You let one step, I let one step, shelve the differences of interests, find the intersection, and reach an agreement on the basis of this. In the book "Perfect Negotiation for Achieving a Transaction", an example was given: the difference between negotiating four problem-solving models. The content of the case is as follows: The company organizes travel, some people want to go to the mountain side, some people want to go to the beach, go to the mountain side and can't go to the beach, go to the beach and go to the mountain side. In this case, as the organizer of the event, you should How to do?
Increase the resource method: You go to the boss. "Boss, can you lengthen the holiday time and go to the side of the mountain to go to the beach?" The boss said: "Just kidding, you have done the work that other people should do, and double the cost, you have a copy." This method of resource does not work, then the remaining three methods?
Hooking method: You go to the side of the mountain (seaside) and tell them: "Brother, you promised to go to the beach (the beach) this time. I will favor you this month's bonus, and promise me to go to the beach (mountain side), okay? ?", this is the hook method.
Cutting method: Go to the side of the mountain, want to live in a cabin, go to the side of the beach, and want to live in a star hotel. So, you said to the party who wants to go to the mountain side: "Brother, we go to the beach, but we live in a star hotel, okay?" This is equivalent to dividing the travel into a lot of parts, accommodation, dining, transportation and so on. The party going to the beach needs transportation and vacation, and the party to the mountain side wants to dine. The winner does not win all, and the loser does not lose.
So what should be the use of the intersection method?
The first thing to be clear is that the mountains and the sea are the positions we talk about, and the content of the negotiations is the interests.
I want to go to the side of the mountain. They want to go to the mountain side. They mainly want to breathe natural oxygen and eat wild game.
I want to go to the beach, they want to go to the beach, mainly want to experience swimming and eating seafood.
So, you find that one place can meet four needs, that is, the lake. You can enjoy natural oxygen bar, eat game, experience swimming, and eat fish and shrimp at the lake. The intersection method is also a problem-solving model often used in negotiations. Both sides have concessions, and they can all get the benefits they want, form an interest and reach an agreement.
Closer, this happened in the community where I live. A piece of land, about 100 square meters, turned out to be a garden, full of flowers and plants, green trees. However, due to the increasing number of people buying cars, the parking lot is saturated. The government wanted to transform the garden into a parking lot and was opposed by the surrounding residents. The government negotiated with the surrounding residents: the residents' view: fewer green plants, bad environment, no need to transform into a parking lot; the government's point of view: transform into a parking lot and increase parking spaces.
The two sides reached an agreement at the end: after the transformation into a parking lot, the ground must retain the lawn. The government used decorative bricks to lay the ground. On the one hand, it can grow grass, on the other hand, it can be parked. Although the two sides are not satisfied, they still feel that they can, and the transaction. The essence of the Intersection Law is to talk about interests without talking about positions. What does it mean? That is to say, when negotiating with the other party, don't stick to the practices of each other's requirements, and find out the real needs of each other's psychology.
A case on the web is classic. If you ask the boss for a two-day break, the boss still insists on two-week breaks. From the mutual requirements, one party has to take two days off, and one party does not. How can this achieve a win-win situation? It seems that there is no chance at all, right? However, we have to change our practice and think about the real needs of both sides: we have to rest for two days, hoping to improve the quality of life, and the boss is not willing to take more holidays, but hopes that the company's profits will remain unchanged.
Think again, in fact, the interests of both sides can coexist, then the direction of thinking under this problem should be oriented towards finding the best of both worlds. Yes, you can go to work for five days a week, but the working hours are extended by one hour each day, taking into account leisure life, but also to maintain production performance, a compromise solution will come out! This is a win-win solution.
Intersection Negotiations: Do not talk about positions and talk about interests