Principles of

negotiation

1.Preparation

One of the most important principles of

negotiation is preparation. Before entering
into any negotiation, you should gather as
much information as possible about the
other party, the issues at hand, and the
potential outcomes. This preparation will
help you understand your own goals and
priorities, as well as those of the other party
and help to make more informed decisions
during the negotiation process.
 2.Principle of reversal

Mostly employed by lawyers in court. It

involves taking the point of view of the
opponent, (empathy or perspective taking).
It helps you to notice the fears and concerns
of the opponent. It helps you to see where
agreement and compromise are possible. It
is linked to reciprocity.

THE PRINCIPLE OF RECIPROCITY

The principle of reciprocity suggests that

people tend to feel obligated to reciprocate
when they receive something from others. In
negotiation, this principle can be leveraged
to encourage cooperation and mutual
concession. By offering something of value
to their counterparts, leaders can create a
sense of indebtedness, which may lead to
more favorable terms in the negotiation.
 3.Principle of walkaway

May be effective if honored but care should

be taken to leave someone behind or the
route to further negotiation still open. Do
not close all channels.

4.Principle of timing

80% of the outcome in negotiation is based

on the last 20% or 20 hours of timing when
negotiating. The person exerting pressure in
negotiating is the one who, usually, is under
pressure to reach a settlement. Take your
time and be deliberate. Use time to your
advantage.

5.Principle of win-win or no deal/the

principle of timing

There must be something for everyone at the

 end of the day. For this outcome to hold
negotiators need to be relative and
proactive. Ultimately, the goal of
negotiation should be to achieve a win-win
outcome that benefits both parties. This
requires a willingness to compromise and
find common ground.

5.Principle of authority

Negotiators should show the ability

to reward or hurt the opposition.
When negotiating do not appear
slighted or a weakling. There are
several types of power;

Power of commitment
Knowledge of the other
Power of indifference -
demonstrate mild boredom or
disinterestedness if possible to
exert authority.
Power of courage speak
forcefully and fearlessly

6.Establish clear objectives

You should establish clear

objectives for the negotiation.
This includes understanding
what you want to achieve and
what is negotiable. It's
important to prioritize your
objectives and be prepared to
compromise on some issues in
order to achieve your overall
goals.

7.Active listening

Good negotiation requires

active listening. This means
 paying close attention to what
the other party is saying and
asking clarifying questions to
ensure you understand their
position and concerns. Active
listening also helps build
rapport and trust between the
parties. Listen to the other
party and ask questions to
further understand what they
want to accomplish.
Communicate what you want
to accomplish. Identify where
your goals overlap and where
they don’t so you can work to
close the gaps.

8.Creativity

Negotiation often involves finding

 creative solutions that meet the
needs of both parties. This requires
thinking outside the box and
exploring different options that may
not be immediately apparent.

9.Flexibility (Remain Adaptable

and Open-Minded)

Negotiation is rarely a
straightforward process, and you
may need to adjust your approach
based on new information or
changing circumstances. Flexibility
is key to finding mutually beneficial
outcomes. Flexibility is essential for
successful negotiation. Leaders
should be open to exploring new
ideas and adjusting their approach
based on the evolving dynamics of
the negotiation. By remaining
adaptable, they can more effectively
respond to challenges and capitalize
on opportunities as they arise.

10.Respect

It’s important to show respect for

the other party throughout the
negotiation process. This means
avoiding personal attacks or
aggressive behavior and focusing
on the issues at hand.

11.Patience

Negotiation can be a long and

sometimes frustrating process. It’s
important to remain patient and
persistent while working towards a
 resolution.

12.Build Rapport and Trust

Establishing trust and rapport with
counterparts can help create a more
collaborative and constructive
negotiation environment. By
demonstrating empathy, active
listening, and respect, leaders can
foster positive relationships and
facilitate more productive
discussions.

13.Be Willing to Make

Concessions
In most negotiations, compromise is
inevitable. Leaders should be
prepared to make concessions in
order to reach an agreement.
However, it's essential to prioritize
which concessions are most
acceptable and ensure that any
compromises align with the overall
objectives of the negotiation. Every
negotiation requires compromise
and trade-offs. You are not going to
win on every issue. Therefore, it is
important to determine the issues
that are deal-breakers for you. Try
to determine which issues are deal-
breakers for the other side, and can
you live with agreeing to them?

14.Develop a game plan before

negotiations start.

Do you need this deal more than the

other party, or do they need it more
than you? Are you dealing from
strength, or are you in a weaker
 position? Are the concessions you
need to make not in your short- or
long-term best interests?

15.Avoid negotiating with yourself.

Once you make an offer, wait until the other
side responds with a counteroffer. If you put
another offer on the table before a
counteroffer is made, the other side will view
this as a weakness and try to exploit it to
their advantage.
To avoid not receiving a counteroffer,
ensure that your offer is credible. If it isn’t,
the other side may just ignore it and not
make a counteroffer, prematurely ending
negotiations.
 16.React strongly to an
untrustworthy party at the
negotiating table.
I once was the lead negotiator for my
company in a negotiation to sell our
ownership in a joint venture to our partner.
After the second time the attorney for our
partner misrepresented what we had
negotiated in the agreement he was drafting,
my team and I abruptly stood up and
announced we were leaving the table and
would not return until my counterpart
replaced that attorney.

Two days later, my counterpart apologized

and informed me he was appointing a new
attorney to record our decisions, and
negotiations resumed.
 17.Focus on Interests, Not
Positions

Effective negotiators focus on the

underlying interests of all parties,
rather than merely their positions.
By understanding the motivations
and concerns of each party, leaders
can identify potential areas of
common ground and work towards
mutually beneficial solutions.


An orientation that views the other person
as a potential partner rather than an
adversary;

 A climate that stimulates both parties to

realize that they are more likely to attain
their objectives if they work together than
 if they battle one another;

 A set of strategies that facilitate the

process of securing mutual advantages.

 Separate the people from the problem – in

other words, be kind to people, tough on
issues;
Generate a variety of possibilities before
making a decision and;
 Define objective standards as the criteria
for making the decision.
