This link has been bookmarked by 39 people . It was first bookmarked on 26 May 2008, by someone privately.
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01 Oct 11
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06 May 10
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1. Don’t Bargain Over Positions
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Most of us begin negotiation by identifying a position and arguing for it, such as: “I want to retain the CEO title.” But such positional bargaining can limit your ability to arrive at a “wise agreement” that benefits both parties
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Instead of thinking of a “position,” identify the goal.
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2. Separate the People From the Problem
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negotiation is emotional
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emotion clouds our objectivity
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you can limit the emotional content of your negotiation by thinking of the person you’re talking to as your partner and the problem you’re trying to solve as an object
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Take, for example, the question of how much a company’s equity is worth. In this case, you’re not negotiating against the investor over a position, you’re engaged with that person to arrive at the right answer to the question
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3. Focus on Interests
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Think instead: I want to remain engaged in the business. There are many ways to achieve goals without having specific positions.
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This is the creative part. You must examine each other’s interests to come up with options in which both parties gain.
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4. Invent Options for Mutual Gain
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5. Insist on Using Objective Criteria
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The key is to let go of personal standards in favor of objective ones upon which both parties can agree.
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08 Aug 08
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17 Jun 08
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09 Jun 08
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29 May 08
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28 May 08
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27 May 08
Brent Sordylif you can manage to absorb and apply these five rules, you’ll be much better off going into your next deal
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26 May 08
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