A negotiation is a process by which two people or groups (the parties) try to reach an agreement through proposals and counterproposals. The reason we negotiate is that we are trying to achieve something that we could not otherwise achieve.
A negotiation process consists of a series of proposals and counterproposals. What is the best approach when people have disagreements? Basically, each subsequent offer will be closer to what the other party wants. The parties give in ever so slightly until they agree.A negotiation process consists of a series of proposals and counterproposals. What is the best approach when people have disagreements? Basically, each subsequent offer will be closer to what the other party wants. The parties give in ever so slightly until they agree.
Source: Wikipedia
The Harvard style of negotiation, called “principled negotiation”, separates the people from the problem and jointly seeks a win-win solution. This methodology was developed by talking to hundreds of negotiators, judges, military personnel, politicians, etc. From their lessons learned, this method was developed.
The content of the training in principled negotiation is about:
- not negotiating about positions, instead about mutual interests.
- how to find solutions in mutual interest.
- how to set up objective criteria?
- how to deal with differences in power between the two parties, or with the hard negotiator,
- we address questions about how to deal with people, tactics, and power.
