Negotiations

Negotiation is to discuss with the goal of finding terms of agreement. Most important part of successful negotiation is that everyone can leave the negotiation table feeling satisfied and compensated fairly.

Interest mapping --> negotiators to create a interest map - list of the opposite stakeholders, their interests in the outcome and the reasons behind them. This helps negotiators:

1. To focus on the information they need.
2. the assumptions they have to question.
3. areas of common ground in the negotiation.

On the negotiating table:

1. ask as many questions as one can
2. assumptions are dangerous as they lead to mis-leading trap
3. questions help to clear the mist

Listening is the forgotten art.
Active listening can change the rules of the game and raise the level of civility in the negotiation.