24 Steps to Building Agreement ( Step 5 )

1 Step 5         

                                                                                                                                        Get Information

Inoculation is understanding. The better you understand a situation, the more

Inoculated you are against surprise and mistakes. Prepare well. It can make all the difference.

                        Understand the interest underlying your objectives and the interest underlying the objectives of the other parties. Then you can negotiate with greater competence and confidence. You will have a better sense of how to negotiate and how the posssible resolutions to the issues will serve your interests. You’ll also be less likely to be surprised by the issues that arise.

                        Here are three more suggestions:

·         Set an example for reciprocity

·         Check your understanding

·         Don’t react if yoy don’t agree

“Asking a question and ignoring the answer is like searching for buried treasure and then abandoning it once you find it.”