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The Perspectives Methodology and Tool for Negotiations

IP.com Disclosure Number: IPCOM000015216D
Original Publication Date: 2001-Sep-01
Included in the Prior Art Database: 2003-Jun-20
Document File: 1 page(s) / 37K

Publishing Venue

IBM

Abstract

We disclose a business methodology for win/win solutions, particularly for negotiation solutions when more then two parties are involved. The perspectives methodology and tool solves the problem in the following manner. 1. All involved parties are identified including influencers. 2. The Problem Perspectives of each party are denoted, one by one for each party. A given involved party may have several items listed in their problem perspective. Problem perspectives denote those things that matter to them about the solution. Each involved party's problem perspectives are maintained as a separate list.

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The Perspectives Methodology and Tool for Negotiations

    We disclose a business methodology for win/win solutions, particularly for negotiation solutions when more then two parties are involved.

The perspectives methodology and tool solves the problem in the following manner.
1. All involved parties are identified including influencers.
2. The Problem Perspectives of each party are denoted, one by one for each party. A given involved party may have several items listed in their problem perspective. Problem perspectives denote those things that matter to them about the solution. Each involved party's problem perspectives are maintained as a separate list.

Option: Have each member describe the other members prespective. Option: Have all agree on perspective of others Option: Reiterate above options and fine tune problem perspective of each. Get to the heart of their concerns.
3. The Solution Perspective is then described in terms of each party's problem perspective list, addressing each party and their list of problem perspectives one by one. The solution is not complete until all concerns are addressed or compensated by the solution. Option: Trial solutions - take a solution around the perspectives and see which perspectives it is not addressing. Fine tune solution and reiterate. Option: Weight the various problem perspectives and their items and ensuring your solution has a minimin score to be accepted. Those items note addressed in the solution are derailers. Verify...