The_Essential_Manager_s_Handbook

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DEFINING INTEREST-BASED NEGOTIATION / 387

USE STANDARDS


Base your negotiation
on precedents, laws,
and principles, rather
than arbitrary judgments.
This makes the agreement
fair and makes it easier to
explain the rationale
to others.

SEE BOTH SIDES


Assess the situation from the other
party’s perspective. This improves
communication and helps the other
party understand how they stand
to benefit from the deal.

SEPARATE THE


ISSUES


Keep people issues,
such as emotions,
separate from
substantive issues
(such as price or
delivery dates).

EXCHANGE INFORMATION


Before making any decisions,
exchange information with
the other party to explore
possible solutions jointly.

KNOW YOUR BATNA


Make sure that you have a clear
understanding of your Best Alternative
To a Negotiated Agreement (BATNA see
p.374)—the best option available to you
if the negotiation process falls apart.


Conducting negotiations


People always
have a reason

for wanting
something

US_386-387_Defining_interest-based_negotiation.indd 387 30/05/16 3:06 pm
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