Craigstrachan.com – Keep talking!

This is from a workshop presented by Derek Pead

What is the issue at stake – find out what the issue is (not what the issue appears to be – but the actual underlying issue)

What is your interest - understand why the issue is relevant to you and to the other party

What is your position - know where you stand regarding the issue, and where the other party stands

Knowing these three things will get you a long way towards effective negotiation.