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welcome to negotiation by design our mission is to help you become a better negotiator we take the fear out of negotiation with simple tools and a straightforward process you can use to perform better in any negotiation we believe that better negotiation can make a better world this video will illustrate the power of the negotiation canvas using a classic negotiation example of two girls fighting over an orange this example comes from Mary Parker Follett a pioneer in negotiation and some say the woman who invented management theory a few of you may have heard of the orange example if so it will give you a head start in understanding the canvas if you have not no worries it is still the easiest negotiation example to understand and grasp quickly now for the example two sisters Emma and Sarah are fighting over an orange they both want the orange because they love each other they split the orange in half each girl getting half the orange this seems like a fair solution right actually meaning house way might be fair but it is not necessarily the optimal solution instead of just splitting the pie we can actually make the pie bigger let's walk through the negotiation canvas to show how to find more value for both girls we will explain the canvas step by step so that you can use it for your own negotiations the idea is that once you learn the process you can repeat it to perform veteran every negotiation whether in your professional or personal life the first step is to identify the desired outcome for both girls or what did each girl want in this case their desired outcome also known as positions are the same Emma wants the orange and Sarah want the orange but there's only one orange let's dig deeper and move from positions two interests by asking each girl why she wants the orange to get to true interests it is important to ask the question why many times understanding the deeper interests helps us to find options that work for both parties why does Emma want the orange Emma wants the orange because she was to make orange cake why does she want to make a cake because she is in the mood for something sweet now we know Emma's true interests so what are sarah's interests why does Sarah Wan be orange Sarah wants the orange because she wants to make orange juice why does Sarah want to make orange juice because she is thirsty are you beginning to see other possibilities now let's move on to the next step which is walkaway alternatives what will Emma do if she cannot reach an agreement with her sister she might be forced to give up the orange and lose faith or she might be tempted to fight with her sister and get in trouble with her mother for Sarah the Rockaway alternative is the same if no agreement is made she could yield which sets a bad precedent or fight and get punished by her mother people often do not consider their walkaway alternatives however it is very important to identify your walkaway alternative first you need to develop solutions that are much better than your walkaway alternatives or else you would just walk away also the person with the better alternative tends to have more power to negotiate in the orange example however neither sister has a good walk away alternative they really need to find a solution to solve Emma sweeches and Sarah's thirst now we move on to bargaining chips or what can each girl offer the other since Sarah's interest is to quench her thirst what could Emma offer her sister to meet her interest Emma happened to have a picture of water she could offer Sarah a glass of water to punch her thirst and keep the whole orange Anna could also offer Sarah a small amount a month for the orange Sarah could use the money to buy a drink of her choice the last bargaining chip Emma thought of was to give her sister some of the pulp to make juice which is what she wanted in the first place what can sell offer Emma well since Emma was hungry for sweets Sara could offer her the piece of chocolate she had in her backpack Sara could also offer Emma a bit of money to buy it sweet lastly since Emma wanted the peel to make orange cake Shara could offer her sister the peel because she didn't need it to make the juice now that we know what each girl can offer the other we can determine possible solutions try to find three solutions setting a goal of three forces you to be creative you might come up with a solution you would have never thought of presenting multiple solutions also shows flexibility and is great for building trust with your counterpart so working from the bargaining chips what solutions did Emma create to present to her sister since Sara was thirsty Emma offered to give Sara a glass of water which would allow Emma to keep the whole orange the next solution Emma came up with was to offer her sister a bit of money to buy a drink of her choice this would also allow Emma to keep the whole orange up to this point Emma had only thought of solutions that would allow her to keep the whole orange but she'd have to give something up to keep the orange such as a glass of water for some money so she thought a little harder the last solution was that Emma could give her sister all of the pulp to make juice and keep all of the peel for herself to make orange cake Sara was impressed that her sister had presented three options however Sara didn't really like the first offer the glass of water because she preferred freshly squeezed orange juice much better than water Sara didn't like the second solution either if her sister gave her some money she'd have to walk all the way to the store to buy something to drink and she was thirsty now the last solution was the winning solution Sara loved the idea of getting a hundred percent of the pulp which is twice as much as she would have gotten if they had just split the orange Emma got 100% of the peel and Sarah got 100% of the pulp now instead of each girl getting only half of what they wanted each girl got 100 none of what they wanted without even giving anything up look at the three solutions again do you see how offering multiple options also helps you to uncover the other person's preferences because there are decline to the first two solutions Emma found out that her sister preferred orange juice and that she wanted to quench her thirst immediately in future negotiations you might find that offering multiple solutions is very helpful in finding valuable information about your counterparts preferences priorities and interests the orange example shows how the negotiation canvas can be used to get more for yourself and more value for both parties involved the canvas is a step by step process to guide you through any negotiation whether simple or complex I hope this example shows you how easy it is to prepare for your next negotiation using the canvas the better prepared you are the more confident you will be and the better you will perform