Step 1
Focus on
Interests
He negotiation. A
position is what we want. An
interests is why we want what we want.
Taking a position
usually limits your ability to bargain by reducing your choices. It is smarter
to know your interests and pursue them. If you focus on the benefits you expect
from negotiating rather than on specific outcome and if you keep an open mind,
you’re likely to discover other outcomesthat would work for you. When all the
parties focus on interest, not on positions, they are more flexible and can
reach an agreement that will work.
Keep the following
threepoints in mind:
Know your interest,not just your posistion à Why
do you want what you want? Prioritize your interests. Which ones are
fundamental? Which ones are derivative? Hoe committed must you be to each of
them?
Know what others want aneed à Understand the isterests of your
constituents, the other parties, and those parties constituancies. Ask
questions. More important, pay attention to the answer.
Deal with positional bargainers carefully à If
someone makes an unnaceptable proposal, say nothing and show no emotion.
“If you take the positional approach and make
every item on your list of wants equally important, it wil be more difficult to
get what you want or to figure out on which items you might be able to
compromise.”
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