How to negotiate more successfully
The art of negotiating is a popular subject. Most respectable
bookshops can offer you several "best" approaches to getting what you want
through negotiations. Some of the "best" approaches are better than others. What
we want to do now is share with you some of the better ideas we think are
available and to look at some of the differences two of these experts take to
prove their point of view. Most would agree with the authors of Getting To Yes,
Roger Fisher and William Ury, on their criteria for effective negotiating. (Most
would also agree that this is among the best books about the topic.) Effective
· Produce a wise
agreement if agreement is possible.
efficient (conserve everyone's resources, including time).
· Improve or at least not damage the relationship
between the parties.
The authors go on to define a wise agreement as one which "meets
the legitimate interests of each side to the extent possible, resolves
conflicting interests fairly, is durable, and takes community interests into
account." Their basic approach to negotiating is rather simple but obviously
successful (based on the credibility they enjoy). It includes four basic steps:
Step 1: Separate the people from the
Step 2: Focus on interests, not positions.
Step 3: Invent options
for mutual gain.
Step 4: Insist on using objective