Getting ready to negotiate : the getting to yes workbook
- New York : Penguin Books, 1995
- 192 p.
2. In a hurry? The seven elements of negotiation 3. Interests: What do people really want? Identify the relevant parties Clarify the interests Probe for underlying interests 4. Options: What are possible agreements or bits of an agreement? Create options to meet interests Find ways to maximize joint gains 5. Alternatives: What will i do if we do not agree? Think of my alternatives to a negotiated agreement Select and improve my BATNA Identify alternatives open to the other side Estimate their BATNA 6. Legitimacy: What criteria will i use to persuade each of us that we are not being ripped off? Use external standards as a sword and as a shield Use the fairness of the process to persuade Offer them an attractive way to explain their decision 7. Communication: Am i ready to listen and talk effectively? Question my assumptions and identify things to listen for Reframe to help them understand 8. Relationship: Am i ready to deal with the relationship? Separate people issues from substantive issues Prepare to build a good working relationship 9. Commitment: What commitments should i seek or make? Identify the issues to be included in the agreement Plan the steps to agreement Moving from preparation to negotiation 10. Getting ready to agree