Negotiation is a skill practiced by almost everyone and a craft understood by few.

In 1981, two members of the Harvard Negotiation Project, Fisher and Ury proposed their famous concept of "principled negotiation" in Getting to Yes with it’s 4 central elements:

‘Objectivise' the problem, allowing people to focus on the objective of the negotiation, not on the other people  ;

Focus on interests, (not positions), such as money, deadlines, guarantees or emotional desires such as respect or recognition;

Invent options for mutual gain. Once people address the problem rather than each other and focus on their interests or needs, they can turn their attention to the future – what is possible;

Use objective measurement criteria to demonstrate delivery of the negotiated elements and remove the risk of subjective assessments.

Through discussion, interactive learning and practice you could apply this and other negotiating skills for your organisation. Contact us about an in-house course (costs shown are per attendee per day before discounts are applied). To see the other courses currently available please click here.

(Click on the image to link to the Amazon page for "Getting to Yes")