Principled Negotiation: Create Options

In a negotiation, an essential element is understanding each other's underlying interests. Therefore, some portion of your discussion should be dedicated simply to identifying your and the other side's interests on the various issues being negotiated. Once the parties have made a complete list of interests, it's time to brainstorm multiple options based on these interests. Ground rules are essential for brainstorming to be fruitful. For example, parties should agree to record all ideas without criticism or evaluation to boost creativity and minimize self-censorship. At the evaluation stage, parties should first agree upon a set of norms, standards, or criteria they can use to choose from the ideas generated from the brainstorming session. Such measures will help the parties weigh possible packages that might lead to efficient outcomes that maximize value for everyone involved.
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