Chap. 18 Ethics and negotiation
| ch18.pdf |
5 strategies: win-lose;lose-win;compromise;lose-lose;win-win
Four principle:
1. Separate the person from the issue
2. Negotiate not position focused but interest oriented
3. Develop criteria that a solution must fulfill
4. You should have different options to choose from: Develop several options
Every negotiation is a different animal!
Be kind to people but tough to the cause????
Always act, never react????
Be kind to people but tough to the cause????
Always act, never react????