Negotiation

Question 1

What is negotiation?

Answer 1

Process of communicating back and forth for the purpose of reaching a joint decision

Question 2

What are the different negotiation styles?

Answer 2

Chimp: aggressive
Bonobo: appease other party

Question 3

What is principled negotiation?

Answer 3

Be hard on the problem and soft on the people. Participants should see themselves as working together to attack the problem and not each other

Question 4

What are the 4 aspects of principled negotiation?

Answer 4

People: separate people from problem
Interests: focus on interests, not positions
Options
Criteria: based on objective standard

Question 5

How do you separate the people and the problem?

Answer 5

Understand perspective
Recognise emotions
Communicate, listen actively

Question 6

What are the 4 obstacles inhibiting invention of options?

Answer 6

Premature judgement
Searching for single answer
Assumption of a fixed pie
Thinking that “solving their problem is their problem”