·
How much of your
time is spent on negotiation or handling conflict?
·
The single most
important barrier to getting what you want is you!
o
Go to the
balcony. Look at your conflict from a different perspective.
o
Elevate and see
the larger picture.
o
One of the
greatest powers of negotiation is the power not to react!
·
Focus on the
underling needs.
·
People: Separate the people from the problem.
o
Be soft on the
people and hard on the problem.
§
The harder you
will need to be on problem the softer you need to be on the person!
§
Try to put
yourself on the same side of the table focused on the problem.
·
Interests: focus on interests not the positions.
o
What is their
intent? Why do you want this position?
·
Options: Develop multiple solutions to solving the
problem.
o
Create solutions
based upon interests.
·
Criteria: Use standards that are based on fairness not
will!
o
Be objective and
be fair. What is best for the whole?
o
BTNA: Best
Alternative to Negotiated Alternative.
§
What is your
back up? You should have one.
§
This is your
anchor.
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