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close this bookNegotiator : The Councilor as Negotiator: Handbook 7 (UN Habitat - United Nations Centre for Human Settlements )
close this folderPart I - Essay on the council as negotiator
View the documentDefinition
View the documentSummary
View the documentReflection
View the documentConcepts and ideas
View the documentWin - win negotiating
View the documentAn enlightened view
View the documentReflection
View the documentWhy is negotiating important in local government?
View the documentRespect cultural differences
View the documentReflection
View the documentHow to negotiate more successfully
View the documentPrincipled negotiations
View the documentWhat do you REALLY want?
View the documentDon't announce positions but know what they are
View the documentNegotiation skills: one of the councilor's best friends
View the documentKey points
View the documentReferences

Don't announce positions but know what they are

We said earlier that the effective negotiator focuses on interests, not positions. This is still our position. However, we also believe you shouldn't enter the negotiation arena if you don't know what your key positions are. These key positions are: (a) What is the ideal outcome? What would it look like if you got everything you want? (b) What is realistic, given the needs of the person or party on the other side of the table? (c) What are you willing to settle for? In other words, what is your fallback position?

Knowing these positions gives you a clear idea of the parameters within which you can operate. It also means you have thought through your positions before entering into the negotiation process.

Now that we have counseled you to be clear about your ideal, realistic and fallback positions, we think it's also time to put them aside. They should be used as a reference point in efforts to negotiate your best interests. This may sound inconsistent. But, remember that it will be very hard to pursue your interests and those of the persons on the other side of the table if either one, or both, get locked into fixed positions.