Positional negotiating includes:
- Defining a position an sticking to it (the budget for scenery is 10,000),
- Often involves "games" (if I tell the designer the budget is 7500....)
- Is a win lose situation.
Principled negotiation attempts to:
- Separate the people from the problem
- Focus on interested not positions
- Invent Options where both groups gain (expand the pie of resources)
- Using object criteria that both parties agree on.
I think this book is valuable for Technical Directors and other in a theatrical setting.
- First, our main interest is a collective product (the show).
- We often need to negotiate- over budgets, over time, labor and other scarce resources.
- People are important to the process so we don;t want to alienate them through the process.
- There are often ways to create alternative resources (stock, labor from other areas, cheaper alternatives, and so forth) so expanding the pie is often very useful.
- Relationships can be strengthen through the process.
- The show will be better since everyone involved will have a better idea of the essence of each show due to the negotiation process.
So, in short, pick it up and give it a read. Its pretty fast and easy to read, and it may help some of those future budgeting discussions.