for a win-win negotiation
Don’t negotiate for a bigger share of the pie. Do work with the other party to make the pie bigger.
Don’t use confrontational language that creates defend/attack spirals. Do develop a friendly, trusting relationship with your opposite number.
Don’t make concessions without getting something in return. Do think of what the other party will value that won’t cost you much.
Don’t agree to a deal that doesn’t meet your must-have needs. Do plan the negotiation with a clear understanding of your BANTA, or your Best Alternative to Negotiated Agreement.
Don’t negotiate one issue at a time. Do put everything on the table at the start and encourage your partner to do it so there can be lots of trade-offs.
Don’t just keep muddling through if the negotiation seems stuck. Do change the dynamics: Sleep on it, move to a new location, ask for “crazy” ideas that can unleash creativity, or change the negotiators.
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