1. Get the Big Picture:
- Assuming you have all the facts
- Assuming the other side is biased--but you are not
- Assuming the other side's motivations and intentions are obvious-and probably nefarious
- Be curious
- Be humble
- Be open-minded
- Making open-ended offers
- Making unilateral offers
- Simply agreeing to (or refusing) the other side's demans
- Ask "why is that important to you?"
- Propose solutions for critique: "Here's a possibility--what might be wrong with it?"
- Appeal to fairness
- Appeal to logic and legitimacy
- Consider constituent perspectives
- Trying to "buy" a good relationship
- Offering concessions to repair breaches of trust, whether actual or only perceived
- Explore how a break-down in trust may have occurred and how to remedy it.
- Make concessions only if they are a legitimate way to compensate for losses owing to you nonperformance or broke commitments.
- Treat counterparts with respect, and act in ways that will command theirs.
- Acting without gouging how your actions will be perceived and what the response will be
- Ignoring the consequences of a given action for future as well as current negotiations
- Talk not just about the issues but about the negotiation process
- Slow down the pace
- Issue warnings without making threats
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