Acquisition Essentials: A step-by-step guide to smarter deals

Appendix F. Skills checklist for conflict negotiation

1. Don’t bargain over positions

2. Separate the people from the problem

   • Pay attention to the relationship

   • Put yourself in their shoes

   • Discuss perceptions

   • Involve them in the process

   • Help save face

   • Recognise emotions

   • Allow them to let off steam

   • Use symbolic gestures

   • Listen actively

   • Speak about yourself

   • Build a working relationship

   • Face the problem, not the people

3. Focus on interests, not positions

   • Ask why? Why not?

   • Recognise multiple interests/human needs

   • Make your interests come alive

   • Acknowledge their interests as part of the problem

   • Put the problem before the answer

   • Look forward, not back

   • Be concrete

   • Be hard on the problem, soft on the people

4. Invent options for mutual gain

   • Separate inventing from deciding

   • Broaden your options/brainstorming ...