• Separating the people from the problem
• Focussing on interests not positions
• Inventing options for mutual gain
• Insisting on objective criteria.

There is much to recommend this but as pointed out earlier it is as well to be aware of the tactics others might employ. Successful negotiation will result in not just a mutually acceptable agreement but a longer term relationship between the two organisations concerned.

So far as the personal skills of the negotiators are concerned whilst unprincipled negotiation may be dominated by domineering or persuasive personalities they may not always obtain the best agreements. The key attributes of a negotiator are more :

• being well prepared and informed about the issues and parties involved
• maintaining a principled and creative negotiating stance even under pressure.