Negotiations Implementing Strategy - - Elicit Genuine Buy-In

Use facts and the principles of fairness, rather than brute force, to persuade others. Arm them with ways to defend their decisions to their critics, and create useful precedents for future negotiations.

Avoid

• Threats: "You'll better agree, or else . . ."
• Arbitrariness: "I want it because I want it."
• Close-mindedness: "Under no circumstances will I agree to - - or even consider - - that proposal."

Instead

• Appeal to fairness: "What should we do?"
• Appeal to logic and legitimacy: "I think this makes sense, because . . ."
• Consider constituent perspectives: "How can each of us explain this agreement to colleagues?"