1. a difficult negotiation, this will help


What you find

ü To control one’s behavior is the
most right thing one can do in a difficult negotiation, this will help both the
parties to arrive at a point that will benefit each one of the.

ü One should always identify their own
underlying interest and BATNA.

ü During a heated negotiation one
should take a break or ask for break and analyze and bring on the right tactics
to deal with the situation rather than making the decision on the spot.

ü Offering choices in negotiation can
be a very effective method to bring negotiation to a fruitful position. This
will also help to understand whether the other party still has some unmet needs.

ü One should always remember that the
goal of negotiation is neither to destroy the other side nor to dominate


What you find

ü Third-parties can inhibit threats or
attacks, and can pressure both sides to resume negotiations but even if the
negotiation is done under pressure of third party from larger community it
won’t build a long sustainable relationship between the two parties.

ü In expressing your own views Ury
states to adopt a both/and approach Say “Yes, and…” instead of
“But…, these kind of statements can lead to a confusion in negotiation.

ü Self control and taking a short
break can be a good option to bring negotiation on track but what if the other
party is being too harsh or too rude in y opinion one should withdraw from
negotiation and go to best alternative option available.




What you find

One should always follow the
principled negotiation way of negotiation that is a better way to reach to good

All the four principles discussed by
Fisher and Ury can be very effective in negotiation those are –

  Separate the people from the problem

Focus on interests rather than positionsGenerate a variety of options before settling
on an agreement

Insist that the agreement be based on
objective criteria.  

 These principles should be observed
at each stage of negotiation process.

 Both the parties should try to put
themselves in each other’s place in-order to minimize the differences on

 Each party should acknowledge the
emotions involved and try to understand their source.

 One should keep focus on what they
are trying to communicate.

 You should always identify the
parties’ interests regarding the issue at hand and should discuss the together.

Brainstorming sessions can bring out
more creative and productive agreements for both the parties


What you find

start a positional bargaining that is haggling over a price.

should never become personally involved with the issues and with their side’s
position as this can hamper the relationship between the parties.

the parties should blame each other for their problem.

another’s feelings as unreasonable is likely to provoke an even more intense
emotional response which should be avoided.

the parties should avoid blaming or attacking each other.

can avoid falling into a win-lose mentality by focusing on shared interests.