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Effective negotiation is more than just reaching an agreement; it's about creating a favorable outcome that fosters trust and addresses all parties' interests. Start by agreeing on a process and discussing interests collaboratively. Incremental and conditional disclosure of information, along with reciprocal actions, enhances trust. Acknowledge emotions, allow for expression, and focus on solving the problem rather than casting blame. Remember, your reputation hinges on these dynamics—aim to achieve a good agreement while maximizing joint value and fairness.
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Managing the NegotiaTors’ Dilemma Creating Trust
Process • Agree on process first • Discuss interests cooperatively • Disclose incrementally and conditionally • Reciprocate • Call out but forgive
substance • Be prepared • Address all interests • Use all available information • Maximize joint value • Fairness
emotions • Anticipate and acknowledge emotion • Allow people to vent • Focus on the problem, not on the person • Instead of assigning fault, pursue the future • You will have a reputation
The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.
