II. The Method

II. The Method

1. Separate the people from the problem

   • Negotiatiors are people first
     • You're dealing with people not machines
     • Every negotiatior have 2 kinds of interests
       • The substance
       • The relationship
       • Deal direclty with the people problem
         • Perception
           • Understand what the other person is thinking
           • Emotions
             • Feelings may be more important than talk
             • Communication

2. Focus on interests, not positions

   • Interests define the problem
     • Ask Why,? and Why not?
       • The purpose of negotiation is to serve your interests

3. Invent options for mutual gain

   • Diagnosis
     • Obstacles
       • 1. Premature judgement
         • 2. Searching for the singles answer
           • 3. The assumption of a fixed pie
             • 4. Thinking "solving their problem is their problem"
     • Description
       • 1. Separate the act of inventing options to the act of judging them
         • 2. Broaden the options on the table rather than look for a single answer
           • 3. Search for mutual gains
             • 4. Invent ways of making their decisions easy

4. Insist on using objective criteria

   • Deciding on the basis of will is costly
     • Developing objective criteria
       • Negotiating with objective criteria