Transcription of BASICS OF NEGOTIATION
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NEGOTIATION 1 BASICS OF NEGOTIATION J. Alexander Tanford, 20001. BASIC PRINCIPLE, WITHOUT WHICH NEGOTIATION IS IMPOSSIBLES uccessful NEGOTIATION requires compromise from both sides. Both parties must gain something,and both parties must lose something. You must be prepared to give something up to which youbelieve you are entitled. You cannot expect to defeat your opponent or "win" a NEGOTIATION by eitherthe power of your negotiating skills or the compelling force of your logic. This is not to say that goodnegotiating ability is irrelevant. In most cases, a range of possible outcomes exists. A skillednegotiator often can achieve a settlement near the top of the range.
In the American Bar Association's 1908 Canons of Professional Ethics, Canon 15 reflected this feeling that a lawyer had a moral obligation to be fair. It stated that "nothing operates more certainly to .. . foster popular prejudice against lawyers . . . than does the false claim . . . that is it is the duty of the
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