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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.
- 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?
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.