communication in negotiation

1. set the procedural rules that both sides agree.

2. ask general questions. avoid leading, rhetorical, accusatory and threatening questions.

3. pick persuasive words such as agree, fair,good, sincere, generous, improve, increase, original, positive. examples of negative words are: cannot, afraid, disagree, nonsense, unfair, warning, fruitless, disappoint, underhanded.

developing solutions

1. make proposals. brainstorm about acceptable options. rank the options.
2. keep track of tentative agreements and concessions.
3. keep your BATNA,MPA, BPA in mind as discussion proceed.

closing

confirm all the agreements and capture these points paper. avoid ambiguous words.

the terms of the agreement should be clear to everyone including those not involved in the negotiation process.