Volume IV, Number 8 • September 2011 • Archives of Past Issues
An E-Publication of the Los Angeles County Bar Association
Written by Linda B. Bulmash
|This Month's Topic:
12 Steps for Effective Negotiation
Dennis Ross, Middle East envoy and chief peace negotiator for both Clinton and Bush senior administrations, was a central player in efforts to forge peaceful relations in the area. In his latest book, Statecraft—How to Restore America's Standing in the World (Farrar, Straus and Giroux) writes about building relationships and negotiation, emphasizing the importance of understanding how to arrive at a practical and pragmatic negotiation strategy and providing "12 steps for effective negotiation":
1. Know what you want/ know what you can live with.
2. Know everything there is to know about the decisions makers on the other side.
3. Build a relationship of trust with the key decision maker(s).
4. Keep in mind the other side's need for an explanation.
5. To gain the hardest concessions, PROVE you understand what is important to the other side (be able to answer their WIIFM)
6. Tough love is also required: understanding and empathy is good BUT only goes so far -- make sure they understand there also are consequences.
7. Employ the good-cop, bad-cop approach carefully.
8. Understand the value and limitations of deadlines.
9. Take only calculated risks.
10.Never lie, never bluff—risk is too much damage to your credibility.
11.Don't avoid differences: get differences in the open and discussed to eliminate future hard feelings over the resolution.
12.Summarize agreements at the end of every meeting.
|LACBA member Linda B. Bulmash, Esq.,
writes the Negotiation Tips.
You can contact her at:
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