For example, could a previous bad experience in a negotiation be affecting your behaviour in this one? You may be convinced that your position is fair, reasonable and 'right,' but it's likely so will the other person.Įxamine and acknowledge your emotions, and to ask yourself why you feel the way you do. Our article, Empathy at Work, can help you to do this. To do this, be aware of three factors: perception, emotion and communication.Īccording to Fisher and Ury, perception means 'putting yourself in their shoes,' so you are better placed to see common ground or a compromise solution. Separate People From the Problemįirst, avoid identifying your opposite number as your 'opponent.' Be sure to focus on the issue at hand, and try to ignore personality differences. Let's look at the five stages of principled negotiation: 1. You can avoid this by using a form of win-win negotiation called 'principled negotiation.'įormer Harvard Law School professor Roger Fisher, and academic, anthropologist, and negotiation expert William Ury developed this approach in their 1981 book, 'Getting to Yes.' They identified five steps of principled negotiations*, and argued that negotiations are successful when they encourage cooperation toward a common goal. But if you become too entrenched, conflict can quickly arise and the discussion may break down. Principled Negotiation Within the Win-Win ScenarioĮstablishing a strong position is a good starting point for a negotiation. People's positions are rarely as opposed as they may initially appear, and the other person may have very different goals from the ones you expect! So, try to keep an open mind and be flexible in your thinking.

All i do is win clean version