# Negotiation - Relationships - Goals and required outcomes - Alternatives ## Relationships - Seperate issues from people - What relationship do I want with them - Be flexible - Respect everyone - How have negotiations gone in the past ## Goals - What is the goal you’re trying to achieve - Where are the other person’s goals - Probe to find unspoken requirements - Consider options ## What are the alternatives ### Notes - Co-production is better - Thurber and Verdinius - BATNA. ”Best alternative to a negotiated agreement”