5 rules for negotiating anything

Negotiation tips that originated from the Havard Negotiation Project:

1. Don’t bargain over positions
Instead of thinking of a "position," identify the goal...a specific position is binary-- you either get it or you don’t. A goal can be attained in many ways, giving you many more options for arriving at a solution.

2. Separate the people from the problem
Most negotiation is emotional...But you can limit the emotional content of your negotiation by thinking of the person you’re talking to as your partner and the problem you’re trying to solve as an object...just think of engaging the other person, using their input to arrive at the right answer.

3. Focus on interests
The pursuit to fulfill our interests leads us to adopt positions. But bargaining for stated positions...will not necessarily produce a wise agreement...Think instead: I want to remain engaged in the business. There are many ways to achieve goals without having specific positions.

4. Invent options for mutual gain
You must examine each other’s interests to come up with options in which both parties gain...Both parties can draft a list of options for your new role that satisfy everyone’s needs...Negotiate from this list.

5. Insist on using objective criteria
The key is to let go of personal standards in favor of objective ones upon which both parties can agree. (Think of the Kelley Blue Book, a set of agreed-upon standards for those looking to buy or sell a car). But here you have to do some real homework and investigate the objective standards that apply to your negotiation ahead of time. Some to consider: market value, legal or business precedent, scientific judgments (patents), efficiency, and reciprocity.