Negotiation Tips
- Know yourself and your counterpart
- Establish trust and relationships
- task conflicts ≠ relationship conflict
- Power = f{importance x alternative}
- Identify BATNA of both (Best Alternative to Negotiated Agreement =No-Deal Option)
- Be aware of non-verbal communicational aspects: WHAT and HOW
- Ethics: short term vs long term (distributive/integrative negotiations)
- be aware of cross-cultural aspects - PDI, UAI, IND, MAS, etc.
- Be prepared and flexible - modify perceptions, provide alternatives, be creative.
- Consider the other’s view point increases your own benefit!
These tips are discussed during our negotiation games and the negotiation festival