The fundamental theories of negotiation
Getting to Yes’ presents proven tools and techniques that can help you to resolve any conflict and find win-win solutions.
Stay out of the trenches – Negotiation is not a war, seeing it as such will cost a lot and not return much
See the people in front of you – Remember the NLP presupposition – everyone is doing the best that they can with the information they have. They are people with hopes and dreams just like you
Be 2 supreme court judges – It is you and your negotiating counterpart against the issue, not you against them.
Understand their true desires – Do this before looking for solutions
Ensure the rules – Lay out objective criteria that the final decision will be based on
Remember the Boy Scout motto – A good negotiator is always prepared. Do your homework
Clear communication – Don’t get dragged into their game. Communicate clearly and stick to the facts
They are all different – Every negotiation is different so treat them accordingly