1️⃣ Interests
– See past positions
– Find needs behind demands
– “Need discount” → “Need to stay in budget”
2️⃣ Options
– Look beyond obvious offers
– Create multiple solutions
– Help both sides gain
3️⃣ Alternatives (BATNA)
– BATNA = Best Alternative to a Negotiated Agreement
– Have a Plan B to negotiate from strength
– Know when to walk
4️⃣ Legitimacy
– Use objective standards
– Respect fairness
– Data beats opinions
5️⃣ Communication
– Listen
– Ask questions to reveal info
– Create mutual clarity
6️⃣ Relationship
– Build trust — tap into humanity
– Maintain rapport in tension
– Know that today’s deal affects tomorrow’s
7️⃣ Commitment
– Have clear steps
– Prevent ambiguity
– Build in follow-through
Negotiation isn’t a battle. It’s a puzzle to solve together.
Kenrick Vaz 