Annette Nay, PhD

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What If They Won't Negotiate?

To make the negotiations fair and easier, all parties must have a copy of this document.

Don't React

  • Step back and look at the big picture.
  • Identify your interests.
  • Focus on your goal.
  • Don't get mad, don't get even, just negotiate for what you want.

Step To Their Side

  • Listen actively
  • Agree when you can.
  • Acknowledge your opponents, his/her views, and feelings.
  • Express your views without provoking.
  • Create a favorable climate for negotiation.

Change the Game

  • Ask problem solving questions.
  • Ask your opponent for advice.
  • Ask why? Why not? What if?
  • Reframe

Make It Easy to Say "Yes"

  • Get around obstacles.
  • Involve your opponent.
  • Satisfy your opponent's unmet interests.
  • Help your opponent save face.
  • Go slow.

Make It Hart to Say "No"

  • Know the consequences, let your opponent know the consequences.
  • Aim for mutual satisfaction, not victory.

Reference: Options Unlimited (1991) adapted from Getting Past No by William Ury.


 


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