Know your BATNA

Ury proposes developing a back up set of alternatives that can be implemented to satisfy your needs without negotiation. Known as the Best Alternative To a Negotiated Agreement (BATNA) this process gives you a greater amount of leverage and power within the negotiation process. In fact y our BATNA may turn out to be better than the outcomes reached through negotiation. It is important however to ensure that your alternatives are realistic and achievable before you walk away from further negotiation. If the BATNA actually does not sufficiently satisfy your interests you must stay focussed on reaching an acceptable agreement through negotiation.

Listen & let them speak.

Sometimes when you are dealing with a difficult person or when negotiations are deadlocked, listening whilst the other party is speaking can act as a way of alleviating the situation.   This will also demonstrate to the other party that you are open, respect them and are concerned about their point of view, it may even turn the negotiations around. Remember the most effective negotiators listen far more than they talk.

Be Assertive & Acknowledge.

Even if you don't agree with the other point of view, acknowledging the position can relieve tension and may in fact create an opportunity for agreement. Being appropriately assertive and standing up for your opinion may also increase the effectiveness of the negotiation process showing the other party that your resolve is strong. Additionally by sincerely acknowledging the views and feelings of the other party you also demonstrate a desire to reach compromise giving you more credibility as a effective negotiator and communicator.

Discover common ground.

Rather than continually focusing on areas of difference, try looking for some common ground or areas that you both agree with.   This can be an effective method in calming hostile people or kick-starting deadlocked discussions and move them toward agreement.

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