Negotiation principle 4: objective criteria and legitimacy
Unfortunately, it is not enough if we alone find our demand legitimate. We have to convince our counterpart step by step, explain our position objectively…
Category: Conversation culture – Negotiating
Negotiation principle 3: mutually beneficial options
Once we know the interests behind the positions, we should ask ourselves: “How do we fulfill these interests?” The answer is: options. An option is…
Negotiation principle 2: Interests behind positions
The fear of not getting what we want quickly causes us to make demands. If they don’t get through straight away, we put our foot…
Negotiation principle 1: Separate matter and relationship
Negotiation principle 1: Separate matter and relationship Who doesn’t know that? We avoid the conversation for fear of hurt feelings or because we fear the…
