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…however precarious your relationship may be, try to structure the negotiation as a side-by-side activity in which the two of you… jointly face a common task.
|
41 |
 |
In many negotiations… a close examination of the underlying interests will reveal the existence of many more interests that are shared or compatible than the ones that are opposed.
|
44 |
 |
A common error in diagnosing a negotiating situation is to assume that each person on the other side has the same interests. This is almost never the case.
|
49 |
 |
As fundamental as they are, basic human needs are easy to overlook. In many negotiations, we tend to think that the only interest involved is money.
|
50 |
 |
Be concrete but flexible. In a negotiation you want to know where you are going and yet be open to fresh ideas.
|
55 |
 |
Skill inventing options is one of the most useful assets a negotiator can have.
|
58 |
 |
For you as a negotiator to reach an agreement that meets your own self-interest, you need to develop a solution that also appeals to the self-interest of the other.
|
61 |
 |
Time spent brainstorming together is surely among the best-spent time in negotiation.
|
67 |
 |
As a negotiator, you will almost always want to look for solutions that will leave the other side satisfied as well.
|
74 |
 |
No negotiation is likely to be efficient or amicable if you pit your will against [your opponent’s], and either you have to back down or they do.
|
83 |
