Negotiations are part of life

10. Comparative Analysis soft and Hard in positional bargaining and the MPN method Goal is wise outcome reached efficiently and amicably Goal is victory The goal is agreement Parties are problem solvers Parties are adversaries Parties are friends MPN Hard Soft

11. Focus on interest not on positions Dig on to your position Change your position easily Proceed independent of trust Distrust others Trust others Be soft on people and hard on problem Be hard on problem and people Soft on people and problem

12. Soft- Hard - MPN Invent options for mutual gain Demand one sided gains Accept one sided losses Avoid having a bottom line Mislead as to bottom line Disclose your bottom line Explore interest Make threats Make offers

13. Soft- Hard - MPN Insists on using objective criteria Insists on position Insists on agreement Develop multiple answers to choose from Search for single answer – the one you will accept Search for single answer- one they will accept Yield to principle not to pressure Apply pressure Yield to pressure

25. Look through the eyes of different experts Look for mutual gain Identify shared interest Differences between two parties may not always create problems but instead they could lead to an answer ( orange story) Make or facilitate to make their decisions easy