Short Term Gain Vs Long Term Relationships

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Make sure both sides are involved in the negotiations at every stage so they will know what is coming in the deal (both good and bad) and so they will feel as if they are making the decision for themselves and not being dictated to.Find ways to construct the agreement so as to save face for all involved parties.Have both sides discuss their emotions and their causes beforehand.People gain psychological release from recounting their grievances and complaints. As a negotiator, you can vent these feelings in private, which will calm your side somewhat for the negotiations.Small symbols and tokens of goodwill (a kiss, a rose, a written apology, etc) can carry a disproportionate amount of significance, so use them.Most people don’t listen well and can’t repeat what someone else has just said to them. It is alsofrequent to have misunderstandings between people, especially when they are from differentcultures with different values and languages.It helps to frequently stop the other side and ask: “To be clear, are you trying to say…”It helps to create a smaller subgroup of chief negotiators from both sides to meet in private. A lotof progress can be made through such groups.It helps enormously for negotiators to become friends or to at least offer some gift or friendlygesture to the other side before talks begin. This will produce goodwill and a feeling of reciprocal obligation

Do not use why?

- Use.. tell me more about the importance of this

- Why tends to be accusatory

Expanding the pie

Aspiration point

Reservation or resistance point

BATNA - Best Alternative to a Negotiated Agreement

Anchor, where you place your first offer

Bargaining/concession zone

Always have a BATNA

- Ensure you don’t agree to something that’s unfavorable to your interests

- Disclosing your BATNA is a strategic choice during negotiations