{"id":1558,"date":"2012-06-03T18:21:08","date_gmt":"2012-06-03T18:21:08","guid":{"rendered":"http:\/\/www.saasoft.com\/blog\/?p=1558"},"modified":"2012-06-03T18:21:08","modified_gmt":"2012-06-03T18:21:08","slug":"negotiate-negotiate-negotiate","status":"publish","type":"post","link":"https:\/\/hcse.blog\/?p=1558","title":{"rendered":"Negotiate, Negotiate, Negotiate."},"content":{"rendered":"

\"\"<\/a>One of the most important skills that an Improvement Scientist needs is the ability to negotiate.\u00a0 We are all familiar with one form of negotiaton which is called distributive negotiation<\/strong>\u00a0which is where the parties carve up the pie in a low trust compromise.\u00a0That is not the\u00a0form\u00a0we\u00a0need – what we need is called\u00a0integrative negotiation<\/strong>. The goal of integrative negotiation is to join several parts into a greater whole and it implies a higher level of trust and a greater degree of collaboration.<\/p>\n

Organisations\u00a0of more than about 90 people\u00a0are\u00a0usually split into\u00a0departments – and for good reasons. The complex organisation requires specialist aptitudes,\u00a0skills, and know-how\u00a0and it is easier to group\u00a0people together\u00a0who share the\u00a0specialist\u00a0skills\u00a0needed to deliver that service to the organisation – such as financial services in the accounts department.\u00a0 The problem is that this\u00a0division also creates barriers and as the organisation increases\u00a0in size these barriers have a cumulative effect that can severely limit the capability of the organisation.\u00a0 The mantra that is often associated with this problem is “communication, communication, communication” … which is too non-specific and therefore usually ineffective.<\/p>\n

The products and services that an organisation is designed to deliver are rarely the output of one department –\u00a0so the\u00a0parts need to\u00a0align and to integrate to create an effective and efficient delivery system.\u00a0This requires more than just communication – it requires integrative negotiation<\/strong> – and it is not a natural skill or one that is easy to develop. It requires investment of effort and time.<\/p>\n

To facilitate the process we need to provide three things: a common goal,\u00a0a common language and a common ground.\u00a0 The common goal is what all parts of the system are aligned to;\u00a0the common language is\u00a0how the dialog is\u00a0communicated; and the common ground is our launch pad.<\/p>\n

Integrative negotiation starts with\u00a0finding the common ground – the areas\u00a0of agreement. Very often these are taken for granted because we\u00a0are psychologically tuned to notice differences rather than similarities. We have to make the\u00a0“assumed” and “obvious” explicit\u00a0before\u00a0we turn our attention on our differences.<\/p>\n

Integrative negoation proceeds with defining\u00a0the common niggles\u00a0and nice-ifs\u00a0that could be resolved by a single change;\u00a0the win-win-win opportunities.<\/p>\n

Integrative negotiation concludes with identifying changes that are wholly within the circle of influence of the parties involved – the\u00a0changes that they have the power to make individually and collectively.<\/p>\n

After negotiation comes decision and after decision comes action and that is when improvement happens.<\/p>\n","protected":false},"excerpt":{"rendered":"

One of the most important skills that an Improvement Scientist needs is the ability to negotiate.\u00a0 We are all familiar with one form of negotiaton which is called distributive negotiation\u00a0which is where the parties carve up the pie in a low trust compromise.\u00a0That is not the\u00a0form\u00a0we\u00a0need – what we need is called\u00a0integrative negotiation. The goal … <\/p>\n

Continue reading “Negotiate, Negotiate, Negotiate.”<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[42,43,45,46,48],"tags":[],"class_list":["post-1558","post","type-post","status-publish","format-standard","hentry","category-how","category-why","category-what","category-teach","category-trust"],"_links":{"self":[{"href":"https:\/\/hcse.blog\/index.php?rest_route=\/wp\/v2\/posts\/1558","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/hcse.blog\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/hcse.blog\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/hcse.blog\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/hcse.blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1558"}],"version-history":[{"count":0,"href":"https:\/\/hcse.blog\/index.php?rest_route=\/wp\/v2\/posts\/1558\/revisions"}],"wp:attachment":[{"href":"https:\/\/hcse.blog\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1558"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/hcse.blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1558"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/hcse.blog\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1558"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}