How can you gain an edge when you’re in the seemingly weak position of negotiating a favor from a government or powerful bureaucracy? Present the other side with a draft agreement that authorizes or approves your request. Busy bureaucrats who lack a strong grasp of the details at hand are likely to seize on your text as a time-saver. That’s precisely why Washington lobbyists put drafts of the laws they desire, usually written by high-priced attorneys, in the hands of congressional staff.
negotiation tips
The following items are tagged negotiation tips.
Water Diplomacy: Understanding Uncertainty, Risk, and Opportunity in Water Management
When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, uncertainty of action, and uncertainty of perception. In part 2 of this 5 part series, Program on Negotiation faculty member Lawrence Susskind explains the uncertainties facing negotiators trying to make agreements.
Business Negotiations: Cooperate to Claim Value
What happens in negotiations between two individuals who care little about each other’s outcomes? Suppose an engineer and an industrial designer are arguing over the design of a car bumper. The designer only cares about whether the bumper matches the style of the vehicle; the engineer is concerned only about how the bumper connects to the front. After describing the trouble he’s having with the existing design, the engineer presents a solution that the designer deems “ugly.” The designer threatens to involve her boss if the engineer doesn’t revert back to the prior design.
Try Skills-Based Strategies First
Before launching a workaround, run through this list of skills-based strategies adopted from Getting Past No: Negotiating Your Way from Confrontation to Cooperation by William Ury (Bantam, 1993). Only attempt a workaround if you’ve tried them all without success:
A Value-Creation Checklist: Five Helpful Tips
By following these tips in your next negotiation, you’ll improve the chances of meeting everyone’s interests.
In Deal Making, Broaden Your Focus
Imagine that you are in charge of renting a new location for a branch of your company in a nearby city. After researching the reputations of a number of local real estate agents, you meet with several and choose the one who seems most knowledgable and responsive.
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- Dealmaking
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- International Negotiation
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