FUNDAMENTALS OF PRINCIPLED NEGOTIATION
PREPARATION FOR NEGOTIATION
WHAT ARE THE ISSUES TO BE DISCUSSED DURING THE NEGOTIATION?
KNOW THE FACTS, EVIDENCE, LAW AND JURISPRUDENCE
EVIDENCE LAW AND JURISPRUDENCE
IDENTIFY THE PARTIES' INTERESTS
VANESSA'S INTEREST- SECURITY
CREATE OPTIONS FOR MUTUAL GAIN.
CREATE OPTIONS FOR MUTUAL GAIN.
DETERMINE OBJECTIVE CRITERIA
FAIRNESS CAN BE BASED ON:
DETERMINE OBJECTIVE CRITERIA
BATNA- BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT.
BATNA- BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT
WATNA- WORST ALTERNATIVE TO A NEGOTIATED AGREEMENT
KNOW YOUR ASPIRATION POINT
RESERVATION POINT- YOUR WALK-AWAY POINT. THE QUANTIFICATION OF YOUR BATNA.
BARGAINING RANGE- THE REGION BETWEEN THE PARTY'S TARGET POINT/ ASPIRATION POINT AND RESERVATION POINT.
Fifty-one NEGOTIATION TIPS TO HELP YOU SEAL THE DEAL
ALTERNATIVE TO A NEGOTIATED AGREEMENT.
Two. CONDUCT PRE-NEGOTIATION CAUCUSES WITH THE DECISION-MAKERS.
Three. ASK FOR HIS AUTHORITY TO NEGOTIATE.
Three. ASK FOR HIS AUTHORITY TO NEGOTIATE.
Six. YOUR BEGINNING OFFER SHOULD BE HIGHER THAN WHAT YOU ASPIRE FOR.
Seven. TEMPER YOUR DEMANDS.
Eight. DON'T REVEAL YOUR RESERVATION POINT. AVOID STATING
Don't say: "IS THERE A CHANCE THAT YOU COULD INCREASE YOUR OFFER TO TEN MILLION PESOS?"
Eleven. HIS FINAL OFFER IS NOT FINAL. HIS NON-NEGOTIABLE POSITION IS NEGOTIABLE.
Twelve. DON'T BELIEVE EVERYTHING THAT THE OTHER PARTY SAYS.
Thirteen. SEPARATE THE PEOPLE FROM THE PROBLEM. NEGOTIATORS SHOULD ATTACK THE PROBLEM AND NOT EACH OTHER.
Fourteen. DON'T REACT: GO TO THE BALCONY.
Fourteen. DON'T REACT: GO TO THE BALCONY.
Fifteen. DON'T ARGUE: STEP TO THEIR SIDE.
Seventeen. APPEAL TO SELF-INTEREST. HIGHLIGHT THE POSITIVE BENEFITS OF SETTLEMENT.
Identify the issues and identify which of these issues are your priorities.
Twenty. SEARCH FOR TRADE-OFFS.
Twenty-one. OFFER PACKAGE DEALS, NOT SINGLE-ISSUE OFFERS
BUILD TRUST AND SHARE INFORMATION.
BUILD TRUST AND SHARE INFORMATION.
AGREEMENTS BY DISCOVERING INTERESTS AND JOINT GAINS.
AGREEMENTS BY DISCOVERING INTERESTS AND JOINT GAINS.
Twenty-three. EXPAND THE PIE BY ADDING ISSUES.
Twenty-eight. EXPAND THE PIE BY ADDING PARTIES.
Twenty-nine. IF YOU'RE A DAVID
Thirty-three. DO NOT LET THE OTHER PARTY KNOW THAT IN A
Thirty-four. DO NOT SETTLE FOR TERMS THAT ARE WORSE THAN YOUR ALTERNATIVE.
Thirty-six. REMIND YOURSELF AND THE OTHER PARTY ABOUT THE LENGTH OF LITIGATION.
Thirty-eight. GIVE A REALITY CHECK.
Thirty-eight. GIVE A REALITY CHECK.
Forty-one. DO NOT LEAVE VALUE ON
Forty-four. CHATHGAGENT'S INTERESTS IN CONFFLICT WITH THOSE OF THE PRINCIPAL, CHANGE THE AGENT.
Forty-six. MAKE SURE THAT YOUR AGREEMENT IS NOT CONTRARY TO LAW, MORALS, GOOD CUSTOMS AND PUBLIC POLICY.
Forty-eight. ONCE AN AGREEMENT IS REACHED, SIGN THE AGREEMENT
Forty-nine. SEARCH FOR POST-SETTLEMENT
Fifty. IF NEGOTIATION FAILS, GET A THIRD-PARTY MEDIATOR.
Fifty-one. A MEDIATED AGREEMENT IS EASIER TO ENFORCE THAN A NEGOTIATED AGREEMENT.