Negotiating (Overview)
Negotiating (Overview)
Positional bargaining versus principled bargaining
Soft
Hard
Principled bargaining
Principled
Participants are friends
Participants are
adversaries
Participants are problem
solvers
The goal is agreement
The goal is victory
Make concessions to
cultivate the relationship
Demand concessions as a
condition of the relationship
Be soft on the people and
the problem
Be hard on the problem
and the people
The goal is a wise outcome
reached efficiently and
amicably
Principle I:
Separate the people from
the problem
Be soft on the people, hard
on the problem
Trust others
Distrust others
Proceed independent of
trust
Change your position easily
Dig in your position
Make offers
Make threats
Principle II:
Focus on interests, not
on positions
Explore interests
Disclose your bottom line
Mislead as to your bottom
line
Avoid having a bottom line,
rather define your BATNA
Accept one-sided losses to
reach agreement
Demand one-sided gains
as the price for agreement
Search for the single
answer: the one they will
accept
Insist on agreement
Search for the single
answer: the one you will
accept
Insist on your position
Principle III:
Invent options for mutual
gain
Develop multiple options to
choose from: decide later
ref:116103469 HU
www.mdf.nl
Principle IV:
Insist on objective
criteria
 MDF copyright 2016
Positional bargaining
Which game should you play?
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Negotiating (Overview)
Try to avoid a contest of
will
Try to win a contest of will
Yield to pressure
Apply pressure
Try to reach a result based
on standards independent
of will
Reason and be open to
reason; yield to principle,
not to pressure
www.mdf.nl
 MDF copyright 2016
Reference: "Getting to Yes" by William Ury, Roger Fisher & Bruce Patton, 1981.
ref:116103469 HU
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