12. Strategies Collaborate/ Accommodate IntegrateWhat theOther
Party CompromiseWants Avoid Compete What I Want
13. Worksheet5. __________ only gets you ______ of what you
want.6. __________ issues are where ____________.7. __________
issues are where ___________.8. __________ issues are where
___________.
14. Two Tasks1. Getting Information Not just positions
Underlying preferences, priorities2. Using Information Not just tug
of war Identifying/creating value
15. Information SharingAsk questions but why should they tell
you?Give information reciprocityFind superordinate goals super
congruent issuesMake offers - packaging
16. Creating Value by +Image (CC) Brian Solis,
www.briansolis.com and bub.blicio.us
17. Creating Value by
18. Not what people want, butwhy they want it and finding ways
to address underlying preferences/priorities that satisfy your
own
19. Worksheet9. Not what people want, but ___________.10.
_____________ & _____________ are two methods of creating more
value in the negotiation.
20. Worksheet1. Preparation for negotiation is trivial or
involved?2. What three kinds of information do you need to
brainstorm about before your first meeting about a negotiation?
TerriGriffith.com/blo
24. Worksheet3. When you have time, what is the agenda for your
first negotiation meeting?4. Describe at least two tactics for
gathering information from the stakeholders to a negotiation: