Research Negotiation

Research Negotiation

1. PRINCIPLE 1: "do not speak only of what you want against part, but because he wants it"

   • * It works on simple negotiations
   • It is based on understanding the interest of each part more than the positions

2. PRINCIPLE 2: "Try to understand and mitigate the limitations of the other part".

   • should not be understood by the limitations of the negotiation as if they were a problem for the other party only
   • The external forces can influence our ability to negotiate effectively
   • The restrictions can lead to the negotiating team to act in ways not reasonable
   • It is necessary to discover and help to overcome the limitations of other parties rather than accuse them

3. PRINCIPLE 3 : "Interpret the requirements as opportunities".

   • It is necessary to investigate the opportunities hidden rather than focusing on the requirements of the other party
   • It is necessary to investigate the opportunities hidden rather than focusing on the requirements of the other party

4. PRINCIPLE 4: "create a ground shared with their adversaries"

   • the relationship with the against part is not a rival but an opportunity to generate value
   • those that you find areas of mutual interest are those that find a shared area

5. PRINCIPLE 5: "continue investigating even though it seems that it has lost business"

   • Although his proposal is rejected must investigate that what was not you allowed the deal
   • stay sitting on the table even if it does not win business always will be a gain for future negotiations
   • The negotiation is a set of information and the one who knows how to obtain better information will have better results than that which is left with what they already knew

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