The Harvard Negotiation Project
HARVARD FACULTY and staff have studied thousands of large and small negotiations, both in business and in national and international politics. They identified four key elements to successful negotiating. (The entire Harvard Negotiation Project is explained in the book Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William Ury, and Bruce Patton.)
1. People. A key to successful negotiating is to separate the personalities of the people from the problem and the issues at hand. Remain unemotional. Keep your mind and your eyes focused on the subject of the negotiation, and don’t allow yourself to be sidetracked by the personalities, either positive or negative.
2. Interests. Begin ...