Negotiation class 10

4 principles of effective negotiation

1. Separating people from the problem

2. Focus on interests, not positions

3. Generate multiple options

4. Insist that the ageremet be based on objective criteria

4 points for the process of Getting To Yes

1. People

2. Interests

3. Options

4. Criteria

What word is needed to understand the interest

Why

4 obstacles for generating options for problem solving

• Parties may prematurely decide on an option without considering alternatives.

• Parties may be intent on narrowing options to find a single answer.

• Parties may define the problem in win-lose terms.

• A party may think it's up to the other side to solve the problem.

What to do if the other party is more powerful

• Continue to use the principled approach

• Negotiation jujitsu

• the one-text approach

When the other party uses dirty tricks

• explicitly raise the issue in negotiations

• Engage in principled negotiation to establish procedural ground rules for the negotiation

What tools is required to measure the Objective Criteria

SMART goal

Specific

Describing objectives clearly

Measurable

Establishing criteria to track progress and outcomes effectively.

Achievable

Creating a Objectives that are realistic and attainable within the given resources.

Relevant

Align objectives with your philosophy and beliefs

Time-bound

Setting deadlines to achieve objectives