2. 12 Golden Rules
1. Separate the people from the problem
2. Dont bargain over positions, do it over
interests
3. Invent options for mutual gain
4. Use objective criteria to value deals
5. Make people feel at ease
6. Build trust
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3. 12 Golden Rules
7. Avoid negatives
8. Test understanding with summarising
9. Offer few, but strong arguments and
repeat them
10. Be assertive, not angry!
11. Be emphatic and reflecting
12. Do not assume rationality
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4. Seven-Element Preparation Guide
• Identify both parties’ interests
• Identify; clarify; probe for underlying interests
• Options on the negotiated deal
– Create options to meet interests; maximize joint gains
• Alternatives to the negotiated deal
– Select and improve batna, identify theirs
• Criteria for decisions
– Use external standards as a sword and shield; fairness of the process; offer them
attractive ways to explain their decision
• Relationship
– Separate people from the issue; build working relationship
• Commitment
– Identify issues to be included in the agreement, steps to agreement
• Comunication
– Question my assumptions; identify what to listen for
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5. Distributive Vs Integrative
Approaches
DISTRIBUTIVE APPROACH
Single Issue
Parties have opposing needs
Strategy is based on compromise
between needs
Both parties win something and
lose something
Often confrontational with push
and pull tactics
Sometimes ends in win-lose or
lose-lose situation
Quasi ZERO-SUM Game
INTEGRATIVE APPROACH
Many Issues
Parties have differing needs
Problem-solving strategy – joint
option-generation
Both parties understand each other’s
interests and win
Based on understanding of needs
Desired outcome is always win-win
(or no agreement)
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