Negotiation is a process that is predicated on a manager’s ability to use influence productively
Questions to Ask Prior to Entering a Negotiation
- How much power do I have?
- What sort of time pressures are there?
- Do I trust my opponent?
Separate the people from the problem; working with someone to solve a problem as opposed to working against the person
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
Invent options for mutual gain – everyone walks away and feels he/she has gained something
Insist on using objective criteria that can lead to a fair outcome/solution