Posted in leadership, team

4 Principles of Win-Win Bargaining



Focus on the issues, not the people or personalities

Identify what needs to be discussed, not who is discussing it

Be willing to bend for people but be hard on the issues

Listen to their words, not to your interpretation

Don’t blame; help them save face

Don’t merely present a solution, involve them in planning

Focus on interests, not positions

Look for a sense of direction, not a wait to keep score

Identify which interests are shared, which are opposing, and which are merely differing

Focus on shared interests, goals, and objectives

Satisfy mutual interests

Invent options for mutual gain

Suspend judgement; brainstorm options

Find ways to capitalize on differences

Look for “apples for oranges” trades

Use standards to judge options

Apply objective, not subjective, criteria to decide

Find external standards for comparisons

From Tools for Team Leadership: Delivering the X-Factor in Team eXcellence by Gregory E. Huszczo




Dr. Sheila Embry is a govie, author, pracademician, sister, aunt, cousin, and friend who loves to read, write, think, and laugh. Many of her blog postings are summaries or excerpts of books that she read and wants to share to encourage others. An author with more than 25 years experience within the legislative and executive branches of the U. S. federal government holding 3 accredited degrees: Doctor of Management in Organizational Leadership, Master of Arts in Human Resources Development, and Baccalaureate of Business Administration, she believes in continuing learning both on and off the job. She has been recognized with multiple professional and writing awards for her peer-reviewed, publications. Click the bibliography page above for a listing of all the publications.

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