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These are
Focus on Interest not Positions. Interests are the submerged part
of the positions people take in a negotiation. They are the why to the
what.

Separate the People from the Problem. While emotions have an
important role in negotiation, they should never be allowed to
overwhelm the negotiation. Negotiations should always be centered on

the negotiators' ideas and their merit not on the personalities of the
negotiators.
Create Options for Mutual Gain. Adopt a problem solving
approach, avoid lock-in. Be willing to explore a range of possibilities.

Look for possible tradeoffs that can benefit both sides.
Insist on Objective Criteria. When conflicts of interests do arise
look to acceptable external standards or procedures that are independent

of either side, legitimate, and apply equally, for guidance on how to
resolve rather than making it a test of wills.
Know Your BATNA - your no agreement alternative. What is

your back up plan?

ASSIGNMENTS

1. What is negotiation according to the author?
2. Why do people negotiate?
3. What are the characteristic features of effective negotiators?
4. What does negotiation involve? Use the figure below.