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Positional negotiation and negotiation based on rules

Flexible style

Negotiation based on rules

•    Sides solve problems together

•    The aim is a reasonable result achieved efficiently and in good atmosphere

•    Separate people from problems

•    Be gentle to people and tough to the problems

•    Act regardless of the trust

•    Concentrate on the task and not on positions

•    Explore the State of interest (the progress of the solution of the problems)

•    Avoid making the lower limit of the possibilities

•    Create opportunities for mutual benefit

•    Look for multiple possibilities, then choose the best

•    Insist on the adoption of objective criteria

•    Try to achieve results based on criteria that are independent of subjective wishes

•    Convince, and be open to persuasion, relent to a reasonable argument, and not to the pressure