13. But still
unhappy
solution- why?
They both needed an orange to finish their
recipes for the boss’s dinner. They reached
a compromising solution: to split the
orange into two halves with ½ for each one
14. .
Then they split the orange in
half, and each went to his
corner to finish preparing his
meal.
15. Throw
the peel
One chef squeezed the juice
from his half and threw away
the peel.
The other chef did the opposite
by keeping the peel and
Keep the
peel throwing away the ½ orange
16. Had they known the intension of
needing the orange for would
have generated a brighter
solution
18. Differentiate between your position
and your interest as well as the
interest of the other party.
May be you have totally different
interests that do not conflict
19. Your position might be even
strengthened if you know about the
interest of your negotiating party
21. The negotiation
dance
Like an orange if you
press too hard the orange
breaks and if too soft it
shall be squeezed
Do not break or squeeze
your negotiating partner
23. The common attributes of good
negotiators and leaders
Common attributes of negotiators and leaders
Aspiration for Win / Win conclusions to
preserve the relationship
Collaborative
Persuasion oriented
Take care of Interests
Long-term oriented
Communication skills
Shared information