07 12 / 2009
Negotiating within Interests, Options, Objective Criteria
Great framework for negotiations from Stan Christensen of Stanford Technology Ventures Program.
Agreements are made in context of relationships. And being in dialogue is necessary for effective communication. Good communication is also about listening and conveying that you are listening to the other side… and understand their objective criteria, interests and what viable options there is.
Notice there isn’t a reliance on ‘tactics’- playing good cop/bad cop or the other ones.
From dealing biz stuff, to picking what movie to watch with a friend, the frame work holds.
Here’s the link to the lecture…
