Negotiation

Negotiation

1. Two main ways

   • Win-Win
     • Integrative bargaining
   • Win-Lose
     • Distributive bargaining

2. Tips of principled negotiation

   • Separate the people from the problem
   • Focus on interests not positions
   • Invent options for mutual gain
   • To think of every possible solution
   • Use objective criteria

3. Two-way communication process

   • Increasing understanding and relations
   • Creating a shared future

4. Quality of a stakeholder dialogue

   • Commitment
   • Consensus
   • Capacity
   • Consciousness