Win-win Negotiations
1. The purpose of a negotiation is to resolve situations where what you want conflicts with what someone else wants.
2. The purpose of a win-win negotiation is to find a solution that is acceptable to both parties.
3. Play hardball (getting what you want by all means) where you do not expect to deal with people ever again.
Show gamesmanship (using tricks and manipulation) where there is much at stake and the deal requires a thorough preparation.
4.
Small disagreements do
not need detailed preparation, for a major disagreement prepare thoroughly taking
into consideration goals, trades, alternatives, relationships, expected outcomes, the
consequences, power and possible solutions.
5. In a negotiation histrionics and displays of emotion are inappropriate. Alternatively, discuss emotions in a detached way.
