Reaching agreement.
WHAT TO ESTABLISH BEFOREHAND
What you want What you will not accept What you would do if there is no agreement
THAT THIRD ONE
The most important. It determines your actual position.
WHAT TO RESEARCH
What is reasonable, and what others receive.
WHAT TO DO
Let the other side state their position first, where possible Ask questions to understand their interests Propose options addressing both
WHAT TO AVOID
Accepting the first offer reflexively Treating it as a contest Making the first concession without reciprocity Negotiating against yourself
THAT LAST POINT
Improving your own offer before receiving a response.
WHAT TO SEPARATE
The relationship from the substance.
WHY
You will likely work together afterwards.
WHAT TO DO IF PRESSED FOR AN IMMEDIATE ANSWER
Take time. Urgency is a tactic.
WHAT TO CONFIRM
Whatever is agreed, in writing, promptly.
WHAT TO ACCEPT
That walking away is sometimes the right outcome.
