Negotiating for Sustainable Agreements

Negotiating for Sustainable Agreements

1. Four Tools

2. See the Big Picture

   • The power not to react.
     • About focusing on what is truly important.
       • That's the first skill to having them focusing.
         • And having the big picture perspective.

3. The ability to Listen

   • The key skill that you need...
     • Is the ability to put yourself in the shoes of the other.
       • It's about listening and respect.
         • The key thing is respect.
         • They mean everything to the other side.

4. The ability to Reframe

   • Negotiation is more about listening.
     • Move the spotlight from positions to interests.
       • Interests behind the positions looking for creative options.

5. The Golden Bridge

   • We tend to push the other side,
     • No one wants to be weak, and give in and make that first concession.
       • One decision at the end,
         • You could see exactly what you are gonna get return.

6. Four techniques:

   • - The balcony:
     • which perspective taking
   • - Listening and Respect:
     • which is often empathy.
   • - Reframing:
     • The power of reframing.
   • - Bridging:
     • The power bridging.