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The Negotiation Fieldbook, Second Edition: Simple Strategies to Help You Negotiate Everything by Grande Lum

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Follows on from the book ‘Getting to Yes’.  One of the key concepts is to focus on the conflict rather than the people involved.  Don’t get hijacked by emotions and instead look at the actual issue that is attempting to be dealt with.  Be aware of what the best alternative to a negotiated agreement is.

In terms of negotiation be aware that ‘interests’ are the things that you need, whereas ‘positions’ are things that you want, they are subtly different.  Positions tend to be inflexible demands for specific options where are interests are deeper and relate to your underlying motivations.

The key is to try to find common ground.  Between parties interests can be the shared, conflicting  or simply different.  The key with negotiation is to try to get common ground.  Ask questions to obtain areas where there is common interest.  Attempt to get the negotiation off on good foot and be aware that interests of both parties can change over time. 
Use objective measures when negotiating, compare an offer to other things by doing research into the true value of an asset this will provide fair options.  Be aware some people may try to guilt trip or intimidate you, don’t try and do this or fall for this. 

Start with challenge questions. Focus on the problems and opportunities the other party faces in the negotiation. Understanding these will provide insight into what value can be created at the table. Then go on to ask consequence questions on the negatives and positives that might occur as the result of a challenge. By doing so, you draw out critical needs to craft the best possible value-added solution.   Remember to utilise scarcity as a negotiating tool.

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