1. Basics of Negotiating
Based on the Harvard Negotiation Project Principles
See Getting to YES
Fisher and Ury, and Patton
Houghton Mifflin

2. A Four-Step Process Find out participants’ reasons or interests
Invent options for mutual gain
Choose objective criteria
Reach agreement (or not)

3. Preliminaries to Negotiating
Choose participants, prepare
Sit side by side or around a table
Create an informal atmosphere
Choose an experienced facilitator
Declare there will be 4 separate steps and clarify the ground rules

4. Step 1. Find Out Reasons or Interests
Begin by setting initial positions or demands aside
Find out motivating reasons or interests
Memorize helpful questions:
How will that benefit you?
Why do you want to do this?
Have you seen this work well in the past?
Could you let me know more about how this will fulfill your goals?

5. Step 2. Invent Options for Mutual Gain
Think outside the box
Do not criticize or agree to anything
Do NOT say:
We tried that and it didn’t work.
You’ve got to be kidding!
Lay out many options

6. Step 3. Choose Objective Criteria
This is a separate step (better than battle of wills)
Frame each issue as a joint search for objective criteria
Never yield to pressure
Examples of criteria
Degree to which all parties are benefited
Fair allocation of costs
Fair time frame
Simplicity of solution

7. Systematic review of options in light of chosen criteria
Step 4. Reach Agreement
Systematic review of options in light of chosen criteria
No re-entering earlier phases
Anticipate how future complaints or disagreements will be handled
Keep in mind your BATNA (Best Alternative To a Negotiated Agreement)

8. What If They Don’t Play Fair?
Compare your BATNA with theirs to decide whether to withdraw
Don’t agree to unfair rules
Play out the process for them and invite them to participate:
“OK, I heard you say, Take it or leave it,’ but before I do either one, I’m going to go through what I see as my reasons and yours in defining this possible internship. Feel free to jump in and correct me if I’m wrong.”

9. Listen Actively
Don’t plan a response while the other person is talking
Rephrase what you heard in your own words
Discount biases
Obtain verification of what you’ve heard
Does that mean that _____?
So, for instance, would you then [do X]?

10. Lead through Excellence in Engineering Communication
More resources are available for you
under “Engineering Communication” at Connexions at
at the Cain Project site at
in your course Communication Folder in OWLSPACE