4 Principles of Negotiation

The Harvard Principles of Negotiation

One of my favourite movies is a 1997 American Movie titled “The Devil’s Advocate”. In order not to bore you with the story, I go straight to an interesting part that I always remember: One of the discussions between John Milton (The Devil) and Kevin Lomax (The Lawyer) on the roof top.

We negotiate everyday! So how good are you at negotiating?

In that conversation, it is deduced that mankind is always negotiating. In one way or the other we always negotiate. In fact, it is a part of our communication pattern to negotiate not just at business environments but also in our informal environments among family and friends.

Does negotiation always involve cash?

Negotiation does not always include cash; the currency in negotiation is ultimately the exchange of ideas, values, desires and interests; in most contexts if not all. And satisfaction, or should I say success, is the goal.

Your customer service team would attest to this claim if they apply the principles in the video below. Your partner would appreciate you better is s/he realizes that you have considered what s/he desires in the communication process.

What are the interests of your customers, partners, parents or children?

Before I leave you with this short video titled The Harvard Principles of Negotiation: from the Erich Pommer Institut, do this simple exercise. For actions as simple as feeding a small child, what does the parent do to achieve this feat successfully without much fuss?

So why principles and why not rules?

Do you remember the 4 principles?

1. Separate the person from the issue.
2. Negotiate not position-focused, but interest-oriented.
3. Develop criteria that a solution must fulfill.
4. You should have different options to choose from.

Undoubtedly, learning to negotiate better improves the way we communicate and achieve our goals.

Thank you for reading and stay tuned for our next content on negotiation skills.