e-Book Principled Negotiation, Agent & Online

The e-Book Principled Negotiation, Agent & Online has been designed to detail principled negotiation as taught at Harvard with the Program on Negotiation. Furthermore, the e-book helps you to get an insight in the agent problem and online negotiations. The material can be used as a practical guide and elaborates on the most important aspects to be successful in negotiation.

In a Business Negotiation it increases your chances on success when you work with a solid foundation and structure that has already been successful in practice many times. Thorough preparation, planning and process that you want to go through gives you the advantage of turning Negotiations to your will.

Extract

Pillars of Principled Negotiation

Harvard University with its ‘Program on Negotiation’ has built a widely used framework to carry out business negotiations. The summary of these principled negotiations are detailed in the book ‘Getting to Yes’ written by Harvard professor Roger Fisher. In its essence it describes taking into account the following when starting a negotiation:

• Separate the People from the Problem
• Focus on Interests, not Positions
• Generate options for Mutual Gain
• Use Objective Criteria

In addition, this e-book provides insight into which matters are important to you when you hire a Negotiator (an agent) to Negotiate a major financial interest on your behalf.

In an increasingly technological environment, the e-book also provides insight into what is important in Online Negotiations.