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When you and your counterpart want opposite things—More! No, Less!—it makes negotiating much more challenging. Fairness not only helps you overcome this obstacle, but use it skillfully, and your counterpart will want to work with you again and again.
Category Archives: Interests
Negotiators, Know Your Alternatives! (Despite What Will Smith Says…)
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How will you meet your goals if you can’t reach an agreement with your negotiating counterpart? Though this essential question should influence how you behave, many negotiators can’t answer it. Learn why it’s so important to know your alternatives.
A Tale of Two Payments
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When it comes to resolving conflicts at work, more information—particularly about why people want what they want—generally leads to better solutions. This true story illustrates how it can work.
Interests and Positions
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If you merely assert what you want when you negotiate, you’re bound to get mediocre results. Uncovering the motivation behind people’s demands, however, often leads to elegant, and more effective, solutions.