Negotiating - Part 2

Negotiating - Part 1, gives an overview of the interest-based negotiation model by Fisher, Ury & Patton.  It starts with preparation, including knowing alternatives so that one is not too soft or too hard, knowing how to separate people from the problem, staying firm on interests but flexible on positions, and engaging in brainstorming options for mutual gain.

  

Negotiating - Part 2 explains the one other principle:  Use objective criteria.  That is when negotiators differ on their idea of fairness, or truth, rather than have a subjective argument they rely on more objective sources.

Daryl welcomes your thoughts and feedback.

By Daryl Landau of Common Ground, helping businesses to manage conflict. 

Contact info:  @DarylLandau | 416.763.6205 | daryl@common-ground.ca