How to negotiate the best outcome for All George Reiff How to negotiate the best outcome for All

Negotiation Comes from Latin: Neg-otium No Leasure George Reiff Negotiation Comes from Latin: Neg-otium No Leasure Means as cognate in Spanish: conducting business

Negotiation In all negotiations of difficulty, a man may not look to sow and reap at once; but must prepare business, and so ripen it by degrees. Sir Francis Bacon (1561-1626), Of Negotiating

George Reiff Win : Win 11% : 6%

Camp David Peace Accord 1978 George Reiff Camp David Peace Accord 1978 Later Nobel Prize recipients Begin, Carter & Sadat

Interest-based Negotiating George Reiff Interest-based Negotiating Focus on interests and not on positions and satisfy them with creative options

Summary George Reiff Do Prepare for the negotiation and think about your and the other side’s interest Research in order to deepen your understanding and look for various options Start the talk by building trust and accord Instead of asking for conditions like prices etc early on, ask questions and listen Share some information about your interests Invite conversation about creative options