At the Harvard Negotiation Project we have been developing a new method of negotiation explicitly designed to produce good results efficiently and amicably. This method, called principled negotiations or negotiations on the merits, can be boiled down to four basic points. The first point recognizes that human beings are not computers. People have strong emotions, often see things very differently, and do not always communicate clearly. In negotiation it often happens that emotions get mixed up with the objective rights and wrongs of the situation. Taking up a fixed position makes this worse because people‟s personalities become identified with their positions. So before the actual negotiation begins we need to distinguish between personal differences and differences over solutions to the problem. The second point distinguish between what people say they want, their stated positions, and what they really want, their underlying interests. Negotiating positions often hide what you really want. A compromise between two positions is not likely to produce an agreement which satisfies the need underlying each position. The third point acknowledges the problem of having to find a perfect solution while you‟re under pressure. Making up your mind in the presence of your opponent restricts your ideas. Deciding on something very important or trying to find the perfect answer limits creative thought. You can get around these limitations by arranging a set amount of time to think up a wide range of possible solutions which help both sides and creatively bring them together. When both sides find that their interests are directly opposed, one negotiator may try to win simply by being stubborn. However, you can respond to such tactics by insisting that his/her opinion alone is not enough and that some fair independent standard is needed. This does not mean that you yourself select the independent standard, rather that both of you decide on one, such as market value expert opinion, or law. By discussing such criteria neither side need give in to the other.

Briefly answer the following questions:
a. What situation is created when emotions intrude into the negotiation process?
b. People do not always state what they desire. What do they do instead? Discuss.

i. You‟re waiting on a platform at the station for your train. An old lady who is also
 waiting says, „It‟s a nice day, isn‟t it? How would you continue the conversation?
ii. Your company has some money to spend on improving its employees‟ English. What
are the best ways of spending the money? Discuss with your boss. 

Write the opening lines of five letters complying with the following requests. One is done for you as an example. Example: Please send us information about your cleaning services. 5 Thank you for your mail enquiring abut our cleaning services. i. I should be grateful to receive your current catalogue. ii. Could you please send me your price list and prospectus? iii.If you could send the parcel soon, I would be most grateful. iv. It would be most helpful if you could send the brochure. v. We would be interested in receiving the details of your courses.Rewrite the sentences with the form of adjectives given in brackets without changing their
 meaning. One is done for you: 5
i. No residential building is as tall as the new Global tower in Mumbai. (change to
superlative.)
ii. Rekha is not as tall as Deepika. (change to comparative)
iii. He is the most handsome man in the room. (change to positive)
iv. This stream is not as clear as the one we left behind. (change to comparative)
v. No college president has been as charismatic as Nandita Som. (change to superlative)
vi. Of all the men he is the strongest. (change to positive)

Negotiators need to have a fixed „time-alone‟ period. Why? d. Why does it often become necessary to con

Negotiators need to have a fixed „time-alone‟ period. Why?

i. If you do not sleep early, …………….
ii. If you meet the principal, …………….
iii. If it rains, ………………
iv. If you leave now, ……………….
v. If you do not exercise, ………….

b. Say the following sentences politely. You may use appropriate modals: 5
i. I need to use your cellphone.
ii. Lend me your pen.
iii. I want to leave early today.
iv. I want some more coffee.
v. I am going to turn off the TV.