10 Key Negotiation Lessons

Dr. David Ventner offers these ten negotiation lessons:

Lesson 1 - Know your Aspiration Base...Negotiators with high aspirations consistently outperform those with low aspirations. They start out as ambitiously as possible, staying just clear of losing credibility. By adopting a high aspiration base, negotiators create sufficient room to make and request the necessary concessions needed to achieve a win more-win more outcome...By making the first offer negotiators can "anchor" the negotiation and thus compel it in that direction...

Lesson 2 -Know your Real Base
As important as it is to develop a high aspiration base, negotiators must also know when to walk away from the negotiation...

Lesson 3 - Know your Best Alternative to a Negotiated Agreement [BATNA]...A BATNA is the best outcome a negotiator can expect if the negotiation results in an impasse. It is, as Fisher and Ury (1981: 104, 111) explain it, "the standard against which any proposed agreement should be measured" as it "determines what a minimally acceptable agreement is" ...

Lesson 4 - Focus on Interests not Positions
Negotiators generally enter a negotiation with predetermined positions underpinned by one or more interests - basic needs, fears, desires, hopes, expectations, etc. Whereas positions represent an approach they have decided to adopt, interests are that which gave rise to their decision to adopt certain positions...

The challenge for negotiators is to look beyond the positions initially communicated and to uncover and explore the interests that gave rise to these positions. Once the parties have explored their respective interests, they very often are able to agree an outcome not initially contemplated by either, but which satisfies their respective interests far better than a long drawn-out test of strength...

Lesson 5 - Check your Assumptions - They tend to be Wrong...

Lesson 6 - Always aspire to joint opportunity finding...not merely...joint problem solving...

Lesson 7 - Negotiation is primarily a process, not an event...it is essential that negotiators at all times remain aware of the impact their negotiation strategies and tactics have on the relationship between the negotiating parties...

Lesson 8 - Information is power in negotiations...

Lesson 9 - Framing is a strong determinant of a negotiation outcome...

Lesson 10 - Trust and Credibility are the cornerstones of Win More! Agreements...


Anonymous said...

junior prom dress
rhinestone jewelry
rhinestone tiara
rhinestone belt
rhinestone bracelet
rhinestone pin
rhinestone dog collar
rhinestone necklace
bridal tiara
wedding tiara
swarovski crystal tiara
swarovski jewelry
glass bead
mardi gras bead
guitarcom ultimate
laguardia community college
music award
employee award
service award
award pin
recognition award
speech recognition
formal wear
formal dress
evening bag
deekers diaper page
truck rental leasing
penske truck leasing
penske truck rental
penske moving truck
penske truck
ryder moving truck rental
rental ryder truck
toyota logan utah
chevrolet logan utah
honda logan utah
lexus parking self
self fellatio
auto fellatio
machine gun fellatio
moving house checklist
canada checklist house moving
pod moving and storage
motion moving sake underoath
gordos peludos
culos foto
abiertos culos
calientes culos
culos enormes
culos en pompa
quick cash loan
quick cash
quick payday loan
quick loan mortgage calculator
quickbooks software
quickbooks check
quickbooks pro
quickbooks tutorial
coupon online casino

Anonymous said...

trial lawyer
patent litigation
mesothelioma litigation
essential of psychology
online psychology degree
psychology of winning
psychology degree
citi credit monitoring
cic credit monitoring
dsl connection
dsl modem
dsl service
dsl provider
dsl router
dsl speed test
dsl service provider
verizon dsl
dsl speed
dsl internet
dsl line
business dsl
high speed dsl
domain name availability
blocker spam
anti appliance spam
alarm system monitoring
web site monitoring
fireplace tool
visual tool
silent fan
silent ringtone
consciousness creativity
ball creativity
advocate creativity
correctional facility
backyard band
backyard babe
backyard landscaping
rehab music
keith urban rehab
koi pond
trial lawyer
patent litigation
mesothelioma litigation
essential of psychology
online psychology degree
psychology of winning
psychology degree