Source: H. Raiffa, J. Richardson, and D. Metcalfe (2007); Negotiation analysis: the science and art of collaborative decision making. First Harvard University Press, Cambridge, MA.
- There is no cook book or a recipe for good negotiation
- Distributive negotiation: win-lose situation, such as haggling over a price in a bazaar.
- Integrative negotiation: win-win situation in order to have mutual gain. (eg. Harvard Method)
- 6 steps in Integrative negotiation
- Sides need to agree on what is the problem
- What are the interests behind the positions (Seperate people from the problem)
- Generate alternative solutions
- Redefine the problem
- Expand pie
- Logroll
- Offer compensation in other area
- Minimize costs
- Bridge
- Generate solutions
- Make a list of solutions
- Prioritize options and reduce the list
- Select a solution
