Finding Common Ground

Agdex 1834-9 $8.00 Finding Common Ground gives you all the basic information you need to negotiate a win-win agreement. The book explains: the three-step negotiation process interest-based negotiations techniques for reaching agreements negotiations in business vs. community organizations. The resource will help you negotiate with a lender, boss, employee, landlord, community organization or family member. Learn how to treat your opponent with respect while taking care of your own needs. A sample agreement and several worksheets are added features. 53 pages

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• Introduction

• Competition vs. Co-operation

• Ways to Reach Agreements
  • Bargaining
  • Arbitration
  • Negotiation
  • Mediation

• Interest-based Negotiation
  • Separate the People from the Problem
  • Focus on Interests, Not Positions
  • Invent Options for Mutual Gain
  • Use Objective Criteria
  • Start with an Open Mind

• Negotiation Steps
  • Analyze the Situation
  • Define the Problem
  • Determine Interests and Positions
  • Identify Resources
  • Assess the Importance of the Relationship
  • Explore the Best Alternative to a Negotiated Agreement (BATNA)
  • Develop a Communication Strategy
  • See the Other Point of View
  • Listen to the Other Side
  • Think About How You Speak
  • Negotiate
  • Outline a Procedure
  • Clarify the Issue
  • Explore Interests
  • Identify Criteria for Forming an Agreement
  • Invent Options for Mutual Gain
  • Select the Preferred Option
  • Prepare a Written Agreement
  • Other Considerations in Negotiations
  • When and Where to Meet
  • Breaks
  • Involving a Third Party
  • Sources of Power
  • Tension Escalates
  • Negotiations with More than Two Parties
  • One Text Procedure
  • Summary of Steps

• Negotiating in Business

• Agreements in Organizations

• Sample Written Agreement

• Worksheets
  • Prepare to Negotiate
  • Separate the People from the Problem
  • The Problem is that
  • Moving from Positions to Interests
  • Questions to Move from Positions to Interests

• References