2 What is Negotiation?Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. It is one of the most common approaches used to make decisions and manage disputes.
6 Positional Negotiation objective is to “win” - to “defeat” your opponentparties perceive themselves as adversariesparties are suspicious about each other’s motivesparties seldom listen to what’s important from the opposing party’s perspective
8 InterestsInterests are the needs, hopes, fears, concerns and desires that underlie a position
9 Interest Negotiation work together to solve the problem proceed on the basis of common interestsaccommodate and collaborate rather than compete and compromise
10 Interest Based Negotiations Rather than dividing the pie,Parties work together to build a bigger pie
11 Positional Negotiation Strategy play cards close to your chestdemand more than you expect to receivemeasure success by what you gain and the other party losesnever ask questions you don’t know the answer to
12 Interest Based Negotiation Strategy identify their needs, hopes, fears concerns and desiresparties identify their interests and look for common interests as a basis to begin building agreementparties work together to build an agreement that accommodates their collective interests