1.

0 Prepare: Plan Your Negotiation Strategy

1.1 Preliminary Question: Should I negotiate?

1.2 Is this a position-based or interest-based negotiation?

1.3 Am I trying to resolve a dispute or make a deal?

1.4 How should I analyze a negotiation?

1.5 Is this a cross-cultural negotiation?

1.6 How should I handle ethical issues?

1.7 Should I use an agent to negotiate for me?

 Position-based or Interest-based?
Position-Based
YES

Interest-Based
Negotiate?

NO
Position-Based or Interest-Based
Negotiation?

Position
 Position-Based or
Interest-Based Negotiation?

Position
______________

Interest
 Types of Negotiations
Divide the “Pizza” Enlarge the “Pizza”
Distributive Integrative
Competitive Cooperative
Win / Lose Win / Win
Zero Sum Non-Zero Sum
Adversarial Problem-solving
Position-based Interest-based
Claiming Value Creating Value
 Position-Based or
Interest-Based Negotiation?

Position
______________

Interest
 Conclusion: Position-based vs.
Interest-based Negotiations
•  Regardless of whether a negotiation appears
to be position-based or interest-based,
always search for underlying interests in an
attempt to build a larger pie.

•  But also be ready for positional bargaining—
even after finding mutual interests.