Learn more about problemsolving with this collection
How to focus on the present moment
How to cultivate empathy and understanding towards others
How to set personal and professional goals
When the other party is more powerful
The weaker party can be protected against a poor agreement by developing a BATNA - the Best Alternative to a Negotiated Agreement.
The reason you negotiate is to produce something better than what you can obtain without negotiating. Without a BATNA, you will negotiate blindly. The party with the best BATNA is the more powerful party in the negotiation.
Develop your BATNA:
- Create a list of actions you will take if no agreement is reached.
- Improve some of the most promising ideas and change them into practical alternatives.
- Select the one alternative that seems best.
68
208 reads
MORE IDEAS ON THIS
Generate creative options
There are four obstacles to creating options:
- Parties may decide prematurely on an option and fail to consider alternatives.
- Parties may want to narrow their options to find one answer.
- The parties may assume one side should win and the other lose.
68
262 reads
When the other party uses dirty tricks
Sometimes parties will use tricks to gain an advantage.
- Parties may engage in deliberate deception about facts, their authority, or their intentions. Protect against this by seeking verification.
- Psychological warfare. If the tricky party us...
70
229 reads
Negotiation can take two forms
Positional bargaining. Negotiations often take the form of positional bargaining, where each party opens with their position on the issue. Then parties bargain from their opening positions to agree on one of the positions.
It is inefficient and often neglects the parties’ ...
74
470 reads
Use objective criteria
When interests are directly opposed, the parties should use objective criteria to find a solution.
Develop objective criteria that are legitimate and practical. Objectivity can be tested by asking both sides if they would agree to be bound by those standards.
...
68
221 reads
Reaching good agreements
A good agreement is wise and efficient and improves the relationship of both parties.
The agreement should satisfy the parties' interests and should be fair and lasting.
66
891 reads
Focus on interests, not positions
You decide upon a position, but your interests caused you to decide.
Defining a problem based on your position will mean one party will "lose". But when a problem is defined on the parties underlying interests
72
305 reads
Separate the people from the problem
People tend to become attached to the position they take on an issue. They will see any response to those issues as a personal attack. Separating people from the issue allows parties to address the issue without harming their relationship.
There are three basi...
73
358 reads
When the other party won’t use principled negotiation
The other party may refuse to budge from their position, make personal attacks, and seek only to maximize their own gains.
How to deal with opponents stuck in positional bargaining:
- One side can continue using the principled approach
69
212 reads
CURATED FROM
IDEAS CURATED BY
A seminal book on negotiating strategy and tactics. It has step-by-step instructions for reaching agreements that benefit both parties.
“
Related collections
Other curated ideas on this topic:
Establish a fallback position (BATNA)
In negotiation theory, a fallback plan is referred to as a BATNA, or ‘best alternative to a negotiated agreement.’
If you can’t get exactly what you want, you should know what alternatives there are. This puts you in a more powerful position in the negotia...
Have An Alternative
Having an alternative, a second job offer with you makes your negotiation game stronger, as the employer knows that you can simply walk away. Having the offer from a prestigious company also strengthens your perceived market value.
Having a BATNA (Best Alternative To a Negotiated Agreement...
Read & Learn
20x Faster
without
deepstash
with
deepstash
with
deepstash
Personalized microlearning
—
100+ Learning Journeys
—
Access to 200,000+ ideas
—
Access to the mobile app
—
Unlimited idea saving
—
—
Unlimited history
—
—
Unlimited listening to ideas
—
—
Downloading & offline access
—
—
Supercharge your mind with one idea per day
Enter your email and spend 1 minute every day to learn something new.
I agree to receive email updates