| I have difficulty negotiating with my team members (G6).
These four basic principles can be elaborated further in a number of extra ‘rules of thumb’ to achieve effective negotiation behaviour (Fisher and Ury, 1981):
• People:
• Put yourself in the position of the other person.
• Don’t blame them for your problem.
• Be hard on the problem, soft on the people.
• Give them a stake in the outcome.
• Interests:
• For a wise solution reconcile interests.
• Interests best define the problem.
• Behind opposed positions shared and compatible interests can exist. Identify them.
• Realise that each side has multiple interests.
• Options:
• Invent options for mutual gain.
• Consider brainstorming with ‘the opposition’ to come up with additional options.
• Try to broaden your options. This can limit the areas of contention.
• Change the scope for a proposed agreement.
• Invent agreements of varying strengths:
• substantive - procedural
• permanent - provisional
• comprehensive - partial
• final - in principle
• unconditional - contingent
• binding - non-binding
• Criteria:
• Insist on using objective criteria and/or fair standards such as:
- professional standards
- efficiency
- equity or equal treatment
- reciprocity
- legal standards
- existing precedents
- moral standards, such as human rights
- costs or market value
Frame each issue as a joint search for objective criteria.
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