Negotiating is both a science and an art. Things are going to change and change quickly in negotiating, and that’s the reason why it’s so important to understand the need to be flexible. With that as the first fundamental, here is a list of negotiation principles to keep in mind before, during, and after a negotiation.

◇Take an active part in the structure of the situation by getting the right people involved, building coalitions, and focusing the agenda.

◇Learn about the context and history of the conflict and the parties. Identify the primary elements of the dispute, and ask questions about any points that are unclear.

◇Design the negotiation process carefully, and work to make it fair and productive for all involved.

◇Be prepared to change tactics as the negotiation progresses; nurture agreement, but do not hesitate to be more assertive if the situation so requires.

◇Learn to approach conflict from multiple viewpoints, to reframe, and to respect the history and emotions of the parties.

◇Clearly reinforce the goals and direction of the negotiation at all times.

◇Value and foster consensus, both between and within parties.