Name: Verónica Guaño Macas
Course: IGE 5-3
Write the ways of negotiation in your country. make a list of 10 and compare with the
information from the video The Harvard Principles of Negotiation.
In my country, haggling. – In some situations, one of the parties does not care to reach
agreements but to achieve their objectives at all costs. The techniques used called haggling are
the control of the agenda, excessive demands, control, of time or imply power, information and
money, dismissal, fines, selective use of information, purchase of agreements or consciences, etc.
That is to say, in this field there is multiple inventiveness between the parties, some with lawful
can generally be said that the Harvard negotiation model is a soft variation of positional
negotiations.
The Equator Principles of Negotiation
The Harvard Principles of Negotiation
Satisfy Needs More Than Wants
Separate the person from the issue.
Listen and respect the interests of the
other party
Negotiate not position-focused but
interest oriented.
Know the scope and strength of each
of the parts
Develop criteria that a solution must
fulfill.
Make the case to the advantage of
those involved
You should have different options to
choose to from.
Set high but reasonable aspirations
Develop options and a concession
strategy
Manage information skillfully
Effectively manage interpersonal
relationship
Don’t forget to prepare for future
negotiations
Negotiate so that the two parties do
not lose rather win equally.