A negotiation is in general very difficult when you haven’t identified the problems which could be hidden behind what it seems to appear obvious and evident.

It is always very important to:
· Identify and understand my/our interests and the ones of the other side
· develop innovative alternative options which could encompass all the interests of the two sides
· define a strategy which is in line with my objectives and could take into account also the ones of the other side
· be prepared adequately before the negotiation and be confident to manage it with proper techniques

The main problems which should be identified are:
· Emotions (including fear or anger)
· Communication problems
· Different perceptions of words, sentences and tones among the negotiating sides
The international bestseller: “Getting to Yes: Negotiating an agreement without Giving In”, written by Fisher and Ury, well describes how to handle negotiation.

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#Harvard #HBR #winwin #negotiation #garavanics #garavaniconsultingservices Alberto A. Garavani