GETTING TO

YES: NEGOTIATING AGREEMENT WITHOUT GIVING IN POSITIONS INTEREST Don't get locked into negotiating POSITIONS COMPONENTS: Focus on Understanding your interests. and other parties interests PEOPLE 288 Instead of a confuseeing it as focus on. INTERESTS 1 $ 0 >> Cooperation Study positions for clues OPTIONS D CRITERIA o If what to 8+8 and build relationships. people ROGER FISHER WILLIAM URY BRUCE PATTON Notes SachaChua.com and come up with a truly valve interests don't fully commit one option, you have more creative room. to Find and agree on Objective criteria, and use reason & logic, CREATIVE Solution. OTHER TIPS Power imbalance? Know your best alternative to a negotiated agreement (BATNA) People who won't negotiate? Focus on interests or use a mediator Dirty tricks? Call attention to their tactics Use objective Criteria to resist pressure. mmm Don't be afraid to take a break or Walk away.