The University of North Carolina at Chapel Hill
INLS 131-1 October 24, 1996
(c) Evelyn Daniel


Whether you're a member of some sort of team or not, you'll need to negotiate something sooner or later. Here are the basics to successful win-win personal negotiation via the principled approach from Daniel Burnstein, an associate of the Harvard negotiation program and president of Beacon Expert Systems in Brookline, MA.

1. Before the negotiation begins:

2. As the negotiation starts:

3. Early in the negotiation:

4. As the negotiation proceeds:

5. At the end of the negotiation: