Getting to Yes in Negotiations

Joseph Rugger, CPA, CGMA11.3.2015Beta Alpha PsiUniversity of Baltimore

Getting to Yes in Negotiations

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Negotiation – Winners and Losers


Positional vs Principled Negotiation

Principle #1

Separate the People from the Problem


Principle #2

Focus on interests – not positions


The side with the most information nearly always has the advantage


Principle #3

Invent options for mutual gain


It is not just about the price


It is also about the package

Principle #4

Insist on using objective criteria


What if they are more powerful?


Best Alternative to Negotiated Agreement

What if they will not play?

Use Negotiation Jujitsu


What if they use dirty tricks?

Tame the hard bargainer


Never make on the spot decisions


Delay Delay Delay

Use Silence


Less than full disclosure is not the same as deception.

Goals for Negotiations:

1. Efficiency2. Wise Agreement3. Improve and Not Damage the Relationship


Joseph Rugger, CPA, CGMA11.3.2015Beta Alpha PsiUniversity of Baltimore

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Getting to Yes in Negotiations