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If the hard bargainer insists on concessions and makes threats while the soft bargainer yields in order to avoid confrontation and insists on agreement, the negotiating game is biased in favor of the hard player.
|
10 |
 |
Before trying to reach agreement, invent options for mutual gain.
|
12 |
 |
Dealing with a substantive problem and maintaining a good working relationship need not be conflicting goals if the parties are committed and psychologically prepared to treat each separately on its own legitimate merits.
|
23 |
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Face-saving involves reconciling an agreement with principle and with the self-image of the negotiators. Its importance should not be underestimated.
|
31 |
 |
An apology may be one of the least costly and most rewarding investments you can make.
|
35 |
 |
Unless you acknowledge what [the adversary is] saying and demonstrate that you understand them, they may believe you have not heard them.
|
37 |
 |
Understanding is not agreeing. One can at the same time understand perfectly and disagree completely with what the other side is saying.
|
37 |
 |
A more effective way for the parties to think of themselves is as partners in a hardheaded, side-by-side search for a fair agreement advantageous to each.
|
40 |
 |
Shared interests and differing but complementary interests can both serve as the building blocks for a wise agreement.
|
45 |
 |
To sort out the various interests of each side, it helps to write them down as they occur to you. This will not only help you remember them, it will also enable you to improve the quality of your assessment…
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51 |
