And a constructive approach

It is necessary to have a clear understanding of what for you are the most important issues and at the same time what for you are less important. Try to identify aspects in the second category where the other side will be very happy to gain concessions. Give what is not so important for you, but is valuable for the other side.

To do this, you have to do the following:

· Check every item of what the other side wants. Ask how important items are and look for flexibility.

· Do not guess their opinions or motives – you could be wrong, or they won’t like your speculation.

· Note the other side’s answers, but don’t immediately say what you think.

· Avoid being forced into considering one issue alone; consider two or three at once – aim for an agreement to a package.

If there are big differences between two parties, you have a choice of these options: to accept, to reject, or to continue negotiating. If you decide to continue, then the options in the next round are:

· to make a new offer

· to seek a new offer from the other party

· to change the shape of the deal (vary the quantity or the quality, or bring in third parties)

· begin bargaining.

Your bargaining should be governed by three principles: be prepared, think about the whole package, and be constructive. In preparing you must identify the issues, and prepare your bargaining position. You need:

· an essential conditions list – issues where you cannot concede anything

· a concessions list – issues where you can make concessions

· to grade the concessions from the earliest to the most difficult, where you need most in return.

As for the package, you must look for agreement in principle on a broad front. When the time comes to compromise, each party will concede on one issue if they win a concession on another.

The final principle is to be positive and constructive. You should be fair and cooperative, even during difficult bargaining. This approach is most likely to move the negotiation towards a settlement that both sides feel is to their advantage.

b) Read the text again and identify the following:

a) How to respond to what the other side wants

b) Three ways to change the deal

c) Three actions to prepare for bargaining