Principled Negotiation
Discover how to prepare, participate and debrief from a negotiation.
Explore the circumstances, behavior and outcomes of five negotiating styles.
Improve your understanding of how to conduct an interest-based or principled negotiation. Consider the benefits of this negotiation technique to community collaboration and partnership management.
Discussion Questions:
1. How might a negotiation provide an opportunity for education and relationship building?
2. Describe what types of situations would lead you to choose the following negotiation styles:
- Avoid
- Accommodate
- Compete
- Compromise
- Collaborate
3. Think of a recent negotiation with a partner. What was the partner's negotiation style? How did that match up with yours?
4. How might you use the concept of Position vs Interests to move a conversation forward that seems to be stuck? How would you break down your own "position" to discuss your agency's underlying needs?
The Story of the Orange
Is compromise a win-win for both parties?
Explore the difference between Interest and Positions.
Ask Why and not What a person or organization wants or needs to move forward.
Discussion Question:
Have your experienced the Story of the Orange: a situation where a compromise did not lead to the best outcome for each party? What would have been a more collaborative solution?
