Finding Common Ground

Subscribe to our free E-Newsletter, "Agri-News" (formerly RTW This Week)Agri-News
This Week
Agdex 1834-9

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

Copies of this book may be purchased by:

  • Online credit card purchase, click here.
  • Cheque or money order, please complete the order form and send it to our Publications Office.
  • Calling 780-427-0391 (payment made using automated system and telephone keypad).
Table of Contents
  • 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
Share via
For more information about the content of this document, contact Chris Kaulbars.
This document is maintained by Jennifer Rutter.
This information published to the web on April 24, 2001.
Last Reviewed/Revised on January 23, 2019.