On Negotiation Strategy (Excerpts)

What negotiation strategies have been most useful to you?

First, determine the problem. The problem is agnostic and doesn’t bring any values with it, but everyone has to agree on what the problem is.

Second, understand everyone’s agenda. You need to recognize that another person’s objectives may be different than yours. Acknowledge that, and use it as a resource for innovation.

Third, if you can get consensus, great — that way more people are involved and have bought in. However, not every situation can be solved by consensus, and recognizing that is important. Come up with the best solution for the company, rather than any one individual or group.