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.