|A Framework for Master Negotiators|
|What type of Negotiation is this?||Lose-Lose||Win-Lose||WIN WIN||If a multi-party negotiation, also:|
|Description||Someone wants to hurt you and is willing to hurt himself or herself to do so.||Just a transaction. The most common form of negotiation.||Both sides gain because the relationship matters more than a single test of wills.||You must convince your team and another team to reach an agreement.|
|Big Question||How many times do I try to signal I prefer a WIN-WIN before moving on? As long as I have a BATNA, I always can walk. My biggest danger is becoming enmeshed in a relationship and hurting my reputation.||How can I find discover the other side's reservation price as qucikly and easily as possible.||Do I genuinely care about the other person? Can I put my ego aside long enough to listen to the other person's needs?||Which individuals or factions on each side must I court to reach an agreement|
|How do I prepare?||Determine your real interests versus mere positions.||Determine your real interests versus mere positions. Shop for alternatives in the marketplace.||Determine your real interests versus mere positions. Then set these aside to listen to the other side.||Collect interests individually or in smaller groups - remember both sides will need to ratify any agreement.|
|How do I execute?||Initial impression||Friendly but guarded. Possible upfront about your concerns.||Friendly but firm. Do not talk much unless you can convert to WIN-WIN||Grateful. Humble. Perhaps even a bit bumbling.||A gentle moderator.|
|Actions||1. Establish relationship||1. Start with high expectations||1. Invest in the relationship - remember, it matters most||1. Assign roles - have an observer|
|2. Ask questions about interests.||2. Anchor high||2. Explore their interests as long as possible. Probe emotions and needs.||2. Periodically check in and provide progress reports|
|3. Look for contradictions or examples of bad faith -- ask direct questions if you sense a mistruth.||3. Set deadlines that work for you.||3. Define a shared goal to measure progress so you can measure proposals and overall progress?||3. Use Win-Win or WinLose approach, depending on the interest.|
|4. Ask: "Is that the best you can do?"||4. Make offers to help advance shared interests|
|5. Be quiet and listen.||5. Create requests that would help you but never offer them early in the negotiation. Focus on the other side's needs.|
|6. Table contentious issues for last|
|Closing||Are you sure you want to deal with this person?||Offer something back instead of being unfair embrace genorousity.)||If you have created many shared gains closing is more certain|
|Increasingly small concessions signal an end.||A Letter of Intent is 50% of the way to close.|
|Documentation||You generally only get three rounds before deal fatigue sets in|
|A Letter of Intent is 50% of the way to close.|
|Post Closing||Run away and warnyour friends!||Offer gratitude. Next time may be a Win-Win||Offer something back|
1. You gotta care, but not that much!
2. Frame the issues and you win.
3. Always draft the documents.
4. Many negotiations move from Win-Win to Win-Lose to Lose-Lose as misunderstanding grow - offer patience and generousity to move towards Win-Win