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 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 use a stressful environment, the principles should identify the problematic element and suggest a fair change. Personal attacks should be identified. Ignore threats or apply principled negotiations on the use of threats.
- Positional pressure tactics where negotiations are structured so that only one side can make concessions. Treat it as proposals.
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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.
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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 bli...
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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’ ...
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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.
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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.
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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
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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...
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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
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A seminal book on negotiating strategy and tactics. It has step-by-step instructions for reaching agreements that benefit both parties.
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