One could get the impression that when negotiators are acting tough, even ruthless, they are going to win. I have a different method: first, I thoroughly prepare for any negotiation. I particularly try to look beyond the position of the other party (eg, their asking price for a service) to identify their interest (ie, why are they asking more or less than their competitors). In addition, I determine the best alternative to a negotiated agreement (or BATNA), ie, what happens if the discussions fail. Armed with this (and more) information, conversations can begin. Through active listening and asking questions the solution space can be increased, before one can, finally, talk about the distribution between parties.
This approach is also known as the Harvard method as it was coined by the Program on Negotiation of the Harvard Law School and the Harvard Business School. I had the great benefit of learning this technique first-hand at Harvard and of practicing it in countless negotiations with suppliers, works councils, stakeholders, or government officials.
I am happy to support you in preparing for negotiations, coach you during negotiations, or negotiate on your behalf.
