Negotiating: Getting to Yes in Record Time; 4 Time Saving Tips in Negotiations

1. Separate the Relationship with the People from the Substance of the Deal
Be hard on the deal, soft on the people. See the deal from inside their shoes and
make your proposal consistent with their values.

2. Focus on shared values and interests, but not on the positions each side takes;
values define the deal!
Each side has multiple interests – be clear on yours, discover theirs

3. Are you stuck on an issue? Then brainstorm multiple options for mutual benefit.
Be creative, think outside the box, and identify shared interest and objectives.

4. Use objective criteria for decision making, strike a deal based on principle, not pressure, agree on fair standards and procedures, and frame issues as a collaborative quest.