Habit #4: Think Win-win
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8 core principles of negotiating with integrity
Core principles of negotiation
1. Know the outcome you want
2. …and know the limit at which you will walk away. Remember, it is not always possible (or desirable) to
reach a negotiated agreement.
3. You get what you pay for. In a fair negotiation, if you want something, you must be prepared to offer
something in return.
4. Negotiation is a process. If you are not yet where you want to be, there’ more work to do.
5. People take positions at the start of a negotiation. But what will determine success is whether there is
an overlap in interests.
6. Don’t let emotions control your choices. Use time-outs and supporting team members to help you focus
on facts, reasoning, and an objective evaluation of them.
7. People may behave badly ...but focus on the outcome you want to achieve and not the people.
8. The more options and ideas you can generate – and the more flexible you can be about the route to an
agreement – the better the chances of a negotiated agreement.
2. …and know the limit at which you will walk away. Remember, it is not always possible (or desirable) to
reach a negotiated agreement.
3. You get what you pay for. In a fair negotiation, if you want something, you must be prepared to offer
something in return.
4. Negotiation is a process. If you are not yet where you want to be, there’ more work to do.
5. People take positions at the start of a negotiation. But what will determine success is whether there is
an overlap in interests.
6. Don’t let emotions control your choices. Use time-outs and supporting team members to help you focus
on facts, reasoning, and an objective evaluation of them.
7. People may behave badly ...but focus on the outcome you want to achieve and not the people.
8. The more options and ideas you can generate – and the more flexible you can be about the route to an
agreement – the better the chances of a negotiated agreement.