Most people assume that negotiation is reserved for diplomats, hostage negotiators, international peacekeepers, business people and professional negotiators. Yet in reality, we all negotiate everyday
Distributional bargaining is the most common concept that most of us traditionally associate with Negotiation. Also referred to as positional, competitive or ‘sum/lose’ bargaining, negotiators
Establishing your BATNA – Best Alternative to Negotiated Agreement What would happen if you desperately need to sealing a deal in an upcoming negotiation, you
Over recent decades an alternative approach to traditional distributive bargaining has been developed. Labelled as ‘principled negotiation’ (Patton: 1985) or ‘interest-based bargaining’ (Fisher, Ury and
Mutual Gains Negotiation or integrative bargaining places importance on separating people or emotional issues from substantive problems. Often the people or relationship issues become entangled
Too often, people believe that negotiation is all about doing the deal and nothing else – that a negotiation is successfully completed once we have
COMMUNICATION ‘Without Communication there is no negotiation’ (Fisher, Ury and Patton:1981). Our ability to negotiate effectively depends upon the level of our communication (interpersonal) skills. Speak
DEVELOPING ALTERNATIVES The development of alternatives provides key strengths in negotiation to deliver more valuable outcomes. It is important to note that when we discuss
The position/s we take and argue for during negotiations is motivated by and purportedly represents our interests. As Fisher, Ury and Patton (1991) advise, ‘Positions
Fisher, Ury and Patton (1981), recommend the invention or generation of options for mutual gain. By searching for and generating options you avoid the mindset
LEGITIMACY – USING AND RELYING UPON FAIR, OBJECTIVE STANDARDS The use of objective, fair standards or criteria is an effective method of dealing with claims
Most people assume that negotiation is reserved for diplomats, hostage negotiators, international peacekeepers, business people and professional negotiators. Yet in reality, we all negotiate everyday
Distributional bargaining is the most common concept that most of us traditionally associate with Negotiation. Also referred to as positional, competitive or ‘sum/lose’ bargaining, negotiators
Establishing your BATNA – Best Alternative to Negotiated Agreement What would happen if you desperately need to sealing a deal in an upcoming negotiation, you
