1. How to negotiate the best outcome for All
George Reiff
How to negotiate the best outcome for All

2. Negotiation Comes from Latin: Neg-otium No Leasure
George Reiff
Negotiation
Comes from Latin:
Neg-otium
No Leasure
Means as cognate in Spanish: conducting business

3. Negotiation
In all negotiations of difficulty, a man may not look to sow and reap at once; but must prepare business, and so ripen it by degrees.
Sir Francis Bacon ( ), Of Negotiating

4. George Reiff
Win : Win
11% : 6%

5. Camp David Peace Accord 1978
George Reiff
Camp David Peace Accord 1978
Later Nobel Prize recipients Begin, Carter & Sadat

6. Interest-based Negotiating
George Reiff
Interest-based Negotiating
Focus on interests and not on positions and satisfy them with creative options

7. Summary George Reiff Do
Prepare for the negotiation and think about your and the other side’s interest
Research in order to deepen your understanding and look for various options
Start the talk by building trust and accord
Instead of asking for conditions like prices etc early on, ask questions and listen
Share some information about your interests
Invite conversation about creative options