Negotiation Strategies: A highly effective framework that will ensure success

Negotiation Strategies: A highly effective framework that will ensure success

Negotiating an agreement without giving in.

The Problem: Don't bargain over positions. Being nice is no answer. Positional bargaining is inefficient and produces unwise outcomes. Arguing over positions endangers relationships.

The Method: Separate the people from the problem. Face the problem, not the people. Build a working relationship. Focus on interests, not positions. Behind opposed positions lie shared and compatible interests. Invent options for mutual gain. Broaden your options. Separate inventing from deciding. Insist on using objective criteria. Never yield to pressure. Reason and be open to reason. Frame each issue as a joint search for objective criteria.

Principled negotiation produces wise agreements amicably and efficiently.