NEGOTIATION

NEGOTIATION

1. Characteristics

   • Basic means of getting what you want from others
   • Back and forth communication
   • Reached agreements

2. Types

   • Soft
   • Hard
   • Principled
     • Fundamental principles
       • Separate the people from the problem
         • Characteristics
           • Negotiators are people first
           • Relationship rather than outcome
             • Perception
             • Emotion
             • Communication
       • Focus on interests, not positions
         • Basic human needs
           • Security
           • Economic well-being
           • Recognition
           • Sense of belongins
           • Control over one's life
       • Generate options for mutual gain
         • Diagnosis
           • Premature judgmenet
           • Searching for the single answer
         • Prescription
           • Brainstorming
           • Cirlce chart
       • Insist on using objective criteria
         • Reaching a solution based on principles not pressure

3. Benefits

   • Resolves conflict
   • Not only for business purposes

4. Elements

   • Interests
   • Legitimacy
   • Relationships
   • Alternatives
     • BATNA
   • Options
   • Commitments
   • Communication

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