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Independent Standards
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A standard is a measuring stick, independent of the will of the other side, for choosing among conflicting options.
Examples of standards:
- Consumer price index
- Ability to pay
- Equal treatment laws
- Industry standards
- Market value
- Precedent
- Tradition
- Reciprocity
- Costs
- Efficiency
Search for possible independent standards. Be open to reason. Never yield to pressure, only to reason.
Questions to arrive at standards:
- “How did you arrive at that?”
- “What’s the theory behind this?”
- “What makes that fair?”
- “How are others handling the same problem?”
Making Offers
- Present offers rather than state positions
- Present offers in terms of gain
- Include specific items that appeal to their interests
- State benefits to them
Negotiation Phases
Entry:
- Be soft on the people; hear them out
- Set objective for the meeting
- Inquire as to the other’s authority
Exploration
- Focus on Interests behind positions
- Invent Options for mutual gain
- Use independent standards
Bargaining
- Present Offers, not positions
- Caucus
- Sum up areas of agreement and disagreement
Closing
- Make sure the agreement is better than your BATNA.
- Make agreement clear and specific, in writing.
- Reaffirm relationship.
Countering Dirty Tricks
- Recognize the tactic
- Bring it up
- Negotiate
- Walkout – don’t be a victim
Common Dirty Tricks
- Lock-ins
- Good guy / bad guy
- No authority
- Threats
- Add-ons
- Phoney acts