Key Tips for a Successful Negotiation

1. Make Friends: Negotiation is personal. You have to meet the person, not just what they represent, in order to build trust and a lasting relationship.
2. Think Interests: You need to understand the other party’s interest in order to reach a solution. Try working through the “interest ladder”: what are their assumptions, what information are they utilizing, and what made them decide on that position?
3. Remain Neutral: Be aware of the “credibility problem”: the sector is small and people will know your reputation before they even meet you, so make sure you always maintain your composure.
4. Be Prepared: Do your homework before showing up by knowing the context of the negotiations. Is there an upcoming election? Is one party facing a security issue? Being prepared also applies to more superficial things; how you dress or style your hair sends a message one way or another.
5. Use Creative Problem-Solving: Come to the negotiations with an open mind and know that the outcome is probably not going to be what you expected. Be flexible, and understand that ultimately you are playing the long game to build relationships and build trust that will last over time.

Protect the Legitimacy of the Outcome

• In order for a negotiation to be successful (i.e. produce an outcome that is accepted and implemented), everyone needs to view it as fair and feel like they were able to have a voice and participate.
• The legitimacy of the negotiations hinges on the reputations of the negotiators and on the process. The outcome legitimacy can be thrown in doubt if certain negotiators or delegations are set on “winning,” the chair of the negotiations is biased, or there were perceived favorites.
• In order for a negotiation to be successful, make sure it isn’t an experience where some people felt that they won and others felt that they lost. Everyone should feel like they played an equally important role within the negotiation process.
• You can strengthen the legitimacy of the outcome through strategic use of negotiator theater. Use this to send signals, underline certain messages, or act out a compromise to make the negotiation seem more transparent.

Key Takeaways

• The best agreement is more than an exact compromise. Try to find common ground between your interests and their interests, and be willing to think outside the box when coming up with a solution.
• Again, negotiations are personal. It is important to be able to have a meal with the other delegation(s) afterwards, because those personal moments are when the real negotiations begin
  
• As a negotiator, you are not in the business of changing minds. Your job is to look at another party’s underlying interests and try to meet those needs, not to convince them that your point of view is the right one
  
• Come to negotiations with an open mind because the outcome will not always be exactly what you are anticipating or hoping for.
• Use your personal qualities - age, race, gender, etc - to your advantage. You should be using your experiences in order to relate to other negotiators and build relationships.