Getting to Yes!

Although we are forced or may choose to fight from time-to-time, breakdowns in negotiation can be costly or devastating for all stakeholders.

Based on 20+ years experience advising complex business partnerships, here are six principles to negotiate more favorable agreements and avoid costly arguments.

• Separate the people from the problem. Don't make it or take it personal.
• Understand the other side's point of view. Walk in their shoes!
• Focus on interests, not positions. Seek win-win agreements. 
• Manage emotions. Agree on objective criteria, precedents, or a trusted facilitator to resolve difficult issues .
• Pause before escalation. Respect silence. Avoid or break the cycle of action and reaction.
• Clarify and understand consequences of each stakeholder's BATNA - "Best Alternative to a Negotiated Agreement."

Think win-win.

Negotiate a reasonable agreement that satisfies different yet shared interests!