To succeed in negotiation, we need to put forth proposals that others will view as legitimate and fair. If you feel the other party is taking advantage of you, you are likely to reject their offer, even if it would leave you objectively better off. The quest for a legitimate, or fair, deal drives many of our decisions in negotiations. Experienced negotiators probe their counterparts’ stated positions to better understand their underlying interests. Often hidden and unspoken, our interests nonetheless guide what we do and say.
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Interests are “the fundamental drivers of negotiation,” according to Patton-our basic needs, wants, and motivations. The Seven Elements framework describes the essential tools needed to identify our goals, prepare effectively to minimize surprises, and take advantage of opportunities as they arise in negotiation, writes Patton in The Handbook of Dispute Resolution.
Members of the Harvard Negotiation Project developed a framework to help people prepare more effectively for negotiation. The good news is that research consistently shows that most people can significantly improve their negotiation skills through education, preparation, and practice. Unfortunately, most people are not natural-born negotiators. Together, these definitions encompass the wide range of negotiations we carry out in our personal lives, at work, and with strangers or acquaintances. Moore write, “When two or more parties need to reach a joint decision but have different preferences, they negotiate.” In her negotiation textbook The Mind and Heart of the Negotiator, Leigh Thompson refers to negotiation as an “interpersonal decision-making process” that is “necessary whenever we cannot achieve our objectives single-handedly.” And in their book Judgment in Managerial Decision Making, Max H. Other experts define negotiation using similar terms. The authors of Getting to Yes define negotiating as a “back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.”
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Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School. Build powerful negotiation skills and become a better dealmaker and leader.
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