3C-6. Negotiations

Negotiation is a process that is predicated on a manager’s ability to use influence productively

Questions to Ask Prior to Entering a Negotiation

    1. How much power do I have?
    2. What sort of time pressures are there?
    3. Do I trust my opponent?

Principled Negotiations

  1. Separate the people from the problem; working with someone to solve a problem as opposed to working against the person
  2. Focus on interests, not positions; think about what you have to offer and what the other person has that might be of interest to you
  3. Invent options for mutual gain – everyone walks away and feels he/she has gained something
  4. Insist on using objective criteria that can lead to a fair outcome/solution

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