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10 Questions to getting to YES

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Nada Ead

on 23 October 2013

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Transcript of 10 Questions to getting to YES

10 Questions people ask to getting to YES
There 10 questions people ask to getting to Yes, these questions are divided in to 4 parts:

Part 1 : Questions about fairness and Principled Negotiation
Part 2: Questions about dealing with People
Part 3: Questions about tactics
Part 4: Questions about power
Part 1:Questions about fairness and principled negotiation
Question 1 : Does Positional Bargaining make sense ?
Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position of what you want and arguing for it and it alone regardless of any underlying interests.
- How complex are the issues ?
- How important to maintain a good working relationship?
-What are the other side's expectations, and how hard would they be to change?
-Where are you in the negotiation ?

Continuing Part 1:Questions about fairness and principled negotiation
Question 2: What if the other side believes in a different standard of fairness ?

Question 3 : Should I be fair if I do not have to be?

- How much is the difference worth to you ?
- What damage might the unfair result cause to this or other relationships ?
- Will your conscience bother you ?
Part 2 : Questions about dealing with people ?
Question 4 : What do I do if the people are the problem ?

- Separate the people from the problem
- Building a working relationship independent of agreement or disagreement .
- It is important to differentiate substantive issues from relationship issues.
- A good working relationship tends to make it easier to get good substantive outcome for both sides.
-Negotiate the relationship : Find your BATNA
- Distinguish how you treat them from how they treat you.
-Deal rationally with apparent irrationality.

Part 3: Questions about Tactics
Question 9 : Hod I try out these ideas without taking too much risk?

- Start small
- Make an investment
- Review your performance
- Prepare
Part 3: Questions about Tactics
Questions 7 : How do I decide things like, Where should we meet ?, Who should make the first offer ?, and How high should i start ?
Part 3: Questions about Tactics
Question 8 : Concretely, How do I move from inventing options to making commitments ?

- Think about closure from the beginning.
- Consider crafting a framework agreement.
- Move toward commitment gradually.
-Be persistent in pursing your interests but not rigid in pursuing any particular solution.
- Make an offer
- Be generous at the end.
Continuing part 2 : Questions about dealing with people ?
Question 6 : Hod do I adjust my negotiation approach to account for differences of personality, gender, culture and so on ?
- Get in shape
- Pay attention to differences of belief and custom, but avoid stereotyping individuals
- Question your assumptions, and listen actively.
Part 4: Questions about power
Question 10 : Can the way I negotiate really make a difference if the other side is more powerful? and How do i enhance my negotiation power ?

Good Communication
Developing good working relationship
Power in inventing an elegant option
Power in developing good BATNA
Power in making crafted commitment
Negotiation Powers
Make the most of your potential power
Full transcript