Taking the pressure off the negotiation table
Success in negotiations depends primarily on four principles developed by Harvard:
Separate the people from the problem: The people involved in a negotiation are often more of a problem than the issue on the table. Therefore, address each separately and treat each appropriately
Focus on interests not positions: The purpose of a negotiation is to realise your interests, not to defend your position. Define and state your own interests and learn about those of the other side to ensure a productive long-term relationship.
Invent options of mutual gain: Use methods for furthering creativity in order to develop options. Work on developing solutions which can change the form and scope of the negotiation while serving everyone’s interests.
Insist on using objective criteria: Measure the result of your negotiation against mutually agreed objective criteria, so that neither side will have to ‘give-in’ and both sides can work towards a fair solution.