The document outlines nine strategies for expanding the potential for agreement in negotiations: building trust, asking diagnostic questions, providing information, separating issues, package deals, multiple offers, pre-settlement agreements, post-settlement agreements, and structuring contingency contracts. Key information to exchange includes positions, interests, priorities, facts, and arguments, with a focus on understanding interests and priorities to find integrated solutions addressing multiple issues.

2.  With negotiations you need to create value
and find solutions that best meet the needs
 By expanding the pie and meeting the needs
of all or most parties as much as possible will
allow you to claim an appropriate share for
yourself.
 There are nine strategies outlined that can be
used to increase the size of the pie

3.  Build trust and share information
 Ask diagnostic questions
 Provide information
 Unbundle issues
 Make package deals
 Make multiple offers simultaneously
 Use pre-settlement settlements
 Search for post-settlement settlements
 Structure contingency contracts by
capitalizing on differences

4. There are 6 types of info typically exchanged
 The position
 Underlying interests (needs)
 Priorities
 Key facts
 Substantiation (arguments supporting the
position)

5.  Questions related to underlying interest and
priorities increase the potential of reaching
an integrative solution.
 These questions assist in the search for value,
and may help decrease the other party’s
defensiveness.

6.  The key information to provide is about
priorities.

7.  Integrative solutions require at least two
issues.
 Where there are multiple issues, identifying
these issues, or “unbundling” them, is a way
to move toward an integrative solution.
 Creating new issues to negotiate may also
result in a superior outcome.

8.  Negotiations should focus on the package of
issues rather than each single issue.
 Negotiating issue by issue may result in an
impasse.
 Making a single issue the focus of the
negotiation may result in a compromise
agreement, or may reduce the chances of
making trade-offs across issues.

9.  Make multiple offers of equal value to the other
party.
 Multiple offers have the advantage of
anchoring the deal, displaying persistence,
signalling priorities, obtaining information
from the other party, and overcoming any
aversion to concessions by the other party.
 Suggested approach to multiple offers is:
◦ Devise potential multiple offers
◦ Select offers that have similar value to you
◦ Make the offers simultaneously

10.  A pre-settlement settlement is a binding,
formal agreement that partially addresses the
issues of the agreement.
 In the pre-settlement settlement certain
issues are negotiated and settled, with an
agreement to continue negotiations.
 This approach can be used as a staging
platform to develop creative solutions to
other issues.

11.  Conversely, after an agreement is struck, the
parties can enter a formal agreement to
continue searching for mutually beneficial
solutions to any outstanding or future issues.

12. This is part of an on-line course
“Negotiation Tactics”
REGISTER ON-LINE
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13. Better Business Solutions
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http://better-business-solutions.teachable.com