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Use objective criteria to support your arguments from "summary" of Bargaining for Advantage by G. Richard Shell
When engaging in a negotiation, it is crucial to back up your arguments with objective criteria. This means relying on verifiable facts, figures, and data to support your position. By using objective criteria, you can demonstrate that your demands are reasonable and grounded in reality. This not only strengthens your argument but also builds credibility with the other party. Objective criteria serve as a common ground for both parties to base their arguments on. Instead of relying on subjective opinions or emotions, objective criteria provide a neutral standard by which to evaluate the merits of each party's position. This can help to depersonalize the negotiation process and focus on the facts at hand. When presenting objective criteria, it is important to be clear and specific in your communication. Clearly articulate how the data supports your position and be prepared to explain the reasoning behind your arguments. This level of transparency can help to build trust and foster a more productive dialogue with the other party. Using objective criteria can also help to overcome biases and preconceived notions that may cloud judgment during a negotiation. By grounding your arguments in verifiable data, you can avoid falling victim to cognitive biases and make more rational decisions. This can lead to more mutually beneficial outcomes for both parties involved. In summary, using objective criteria to support your arguments is a powerful tool in negotiation. It provides a solid foundation for your position, builds credibility, and fosters a more rational and productive dialogue with the other party. By relying on verifiable facts and data, you can increase the likelihood of reaching a favorable agreement that meets the interests of both parties.
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