negotiation - influence or persuade someone to get an agreement/outcome that are satisfactory to both parties
create value in negotiation by expanding the pie
work as partners to solve the problem
1. process - be fair
2. best alternative to a negotiated agreement - not a bottom line (walk away)
3. interests & concerns - not position, looking for differing and non-conflicting interests
4. options - be creative
5. benchmarks - not manipulable by any party
6. commitment - clear and operational, checking assumptions
7. communication - two-way, clear protocal
8. relationship - trust, respect, goodwill
Friday, October 06, 2006
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