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Negotiation Jujitsu
The one-text procedure is a mediation process that the authors suggest for difficult negotiations. When two parties simply cannot come to an agreement no matter how hard they try, the one-text procedure calls for a third-party mediator to compile both sides’ interests and priorities into a single list and then develop a plan to fulfill everything on that list. As the mediator develops a plan, they can return periodically to the negotiating parties for advice and constructive criticism. The one-text procedure forces all sides to put aside their differing interests that do not truly conflict, and it pushes them toward agreement in situations where they refuse to cooperate for personal or emotional reasons. The one-text procedure is particularly useful in multilateral negotiations with a large number of parties, like international legal negotiations at the United Nations.
One-Text Procedure Quotes in Getting to Yes
The Getting to Yes quotes below are all either spoken by One-Text Procedure or refer to One-Text Procedure. For each quote, you can also see the other terms and themes related to it (each theme is indicated by its own dot and icon, like this one:
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Chapter 6
Quotes
If the other side has big guns, you do not want to turn a negotiation into a gunfight. The stronger they appear in terms of physical or economic power, the more you benefit by negotiating on the merits. To the extent that they have muscle and you have principle, the larger a role you can establish for principle the better off you are.
Having a good BATNA can help you negotiate on the merits. You can convert such resources as you have into effective negotiating power by developing and improving your BATNA. Apply knowledge, time, money, people, connections, and wits into devising the best solution for you independent of the other side's assent. The more easily and happily you can walk away from a negotiation, the greater your capacity to affect its outcome.
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One-Text Procedure Term Timeline in Getting to Yes
The timeline below shows where the term One-Text Procedure appears in Getting to Yes. The colored dots and icons indicate which themes are associated with that appearance.
Chapter 7: What If They Won’t Play? (Use Negotiation Jujitsu)
...negotiation jujitsu. Finally, they can involve a third party in the negotiation through tricks like one-text mediation .
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The authors then outline the one-text procedure for mediation with the help of a third party. Imagine a husband and wife who...
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...the two sides’ opposed positions by forcing them to make concessions. In contrast, in the one-text procedure , mediators make a joint list of both sides’ interests—for example, an architect could ask...
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Parties can call in someone else to mediate using the one-text procedure , but sometimes there is a party who can easily mediate because their main interest...
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