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