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Tips on how to approach the process of negotiating with an emphasis on being rational, kind and even tempered. With so many ways to be led astray by ego and emotions during negotiations, this template helps us remember what is important and how to stay cool and focused.
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Broaden the options available instead of trying to narrow the gap between positions and suffering premature closure. A wiser decision-making process: select from a large number of possible answers
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"Separate the people from the problem." Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation," finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators. "Focus on interests, not positions." "Invent options for mutual gain." "Insist on using objective criteria." "Know your BATNA (Best Alternative To Negotiated Agreement)"
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Negotiation
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Negotiating Creative Negotiating
, Stephen Kozicki, Adams Press, 1998 “ Negotiating is the art of reaching an agreement by resolving differences through creativity”
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Negotiating Process Style
Outcome Principles
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