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Nogotiation

Negotiation skills
Five basic principles
• Be hard on the problem and soft on the person
• Focus on needs, not positions
• Emphasize common ground
• Be inventive about options
• Make clear agreements
Where possible prepare in advance. Consider what your needs are and what the other person's are. Consider outcomes that would address more of what you both want. Commit yourself to a win/win approach, even if tactics used by the other person seem unfair. Be clear that your task will be to steer the negotiation in a positive direction. To do so you may need to do some of the following:
Reframe
Ask a question to reframe. (e.g. "If we succeed in resolving this problem,. what differences would you notice?" Request checking of understanding. ("Please tell me what you heard me/them say.") Request something she/he said to be re-stated more positively, or as an "I" statement. Re-interpret an attack on the person as an attack on the issue.
Respond not......

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Approximate Word Count: 22039
Approximate Pages: 89 (250 words per double-spaced page)

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