STTS: Win-Win Negotiations. Develop the mindset, skills and behaviours of winning negotiators

Agreement was reached only after both parties’ interests were addressed. Israel did not really want the land per se; it wanted the security buffer the land provided. Egypt did not require all of the attributes of sovereignty; it only wanted its traditional patrimony to be made whole. It was willing to demilitarise portions of it to achieve its main interest. Israel returned the land in exchange for security guarantees, and both parties’ interests were satisfied in full — a win-win.

There are four basic types of fear: fear of the unknown, fear of loss, fear of failure, and fear of rejection

I see you are angry. You obviously feel strongly about this, and I’d like to understand why this is so important to you

Encourage him to share his thoughts, and listen attentively. I sense you are angry

First of all, you must allow his anger to run its course. You cannot reason with someone in an emotionally charged state

Resume negotiating only after his anger has dissipated

Accept his anger as valid. While expressing anger is not always appropriate, your counterpart has a right to his feelings

The rule is: don’t express your anger. Of course, there are exceptions. If you do express anger, do so because you choose to act angry when justified

a controlled release of anger

Anger is often a sign of weakness or vulnerability being protected