Principles of Negotiation

Principles of Negotiations

Position your case advantageously Set high aspiration Concede according to plan Know the full range & strength of your power Manage information skillfully

Principle 1
Position Your Case Advantageously

Position means to name or frame the negotiation in a way that creates a favorable playing field, and supports your case

Position

creates

perceived

Value where little existed Before

Key Learnings
Perceived value can be highly subjective Positioning is especially powerful

for

extending

the

range

of

reason, Example: Outcomes the other

party can be persuaded to see as

good enough

Principle 2
Set High Aspirations The negotiators goals should be as high as possible within the range of reason

Old Negotiation Maxim says:

If you dont ask for it, you wont get it

Reasons to Raise Your Aspirations

If you find it difficult to set high aspirations when you negotiate, remember two things: Goals can always be lowered, but it is most difficult to raise them once they are known Low goals limit the range of reason within which your settlement will ultimately be negotiated The smaller the range of reason, the lower your settlement will probably be

Key Learnings
Skilled negotiators ask for more, and therefore tend to get more No deal is better than a bad deal

Principle 3

Concede According To Plan

Concessions are the compromises you make after your opening position to move the negotiation forward

Key Learnings
Dont make any concessions unless you have to Dont make a concession unless the other party makes a concessions first, or unless it is needed to keep the negotiation alive When you give a concession, get one in return If you make concessions, make sure that the way you make them sends the message you really want to send

Principle 4
Know The Full Range And Strength of Your Power
To recognize all the factors that might give you an advantage in a negotiation

Key Learnings
Power starts with personal conviction. You are only as

powerful as you believe yourself

to be Power is perception. If others see

you as powerful, then you are

powerful A major source of personal power in negotiation is knowing clearly what you want, and persistently asking for it as you uncover and satisfy the other partys need

Principle 5

Manage Information Skillfully

To share or uncover only that information necessary, or useful, to negotiate successfully

Key Learning
Information is power

Dont just look at the other party as the enemy, but as a valuable source of information, which can help you succeed.
If you dont share enough information, you may create distrust and undermine the relationship

Role Plays - Negotiation