The_Essential_Manager_s_Handbook

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