Tuesday, January 15, 2008

The Fourth Principle of Negotiation

The fourth principle of negotiation is that decisions proceed from the bottom to the top. For this reason, it may be useful to have some low priority points on which you are willing to give in to your opponent's viewpoint. They may mean little to you, but after you have relinquished something, it is reasonable for you to expect your adversary to offer you something in return. Not only are smaller points agreed before larger points, but also in formal team negotiations there is a "pecking order" for the personnel who participate on both sides. Junior personnel discuss minor matters and are authorized to agree upon them. More senior personnel are required in order to reach an agreement on the more important matters.

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