NEGOTIATION
Negotiation is a process of interaction by which two or more parties who consider that they need to be jointly involved in an outcome but who initially have different objective, seek by the use of argument and persuasion to resolve their differences in order to achieve a mutually acceptable solution.
State your case• Paint the context• State the need • Positioning
Listen to their case• First, just listen• Then probe for understanding• Understand the person• Find what they really want
Intensification stage
Erode their position• Minimize benefits to you• Weaken their truth• Manage their need
Strengthen your argument• Maximize the benefits for
them• Strengthen your truth• Legitimize your needs• Repel their attacks
Discover areas of• Similarity• Agreement• Differences
Explore ways to reach agreement• Fair Process• Fair criteria• Look to outcomes
Feel your way forward• Seek their variables• Manage your information• Keep the goal clear, but the route flexible