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Negotiation 101 Part 2Get what you want.Help everyone win.Navigate to victory.
Class 2!Today’s intentions:
Review the framework for effective
negotiation
Introduce you to interest-based
negotiation
ObjectivesDefine interest-based
negotiation How it’s different from basic
negotiation
Hone the elements involved
in long-term negotiation
Figure out ways around
negotiation “walls”
What’s in this for me?
Using negotiation in the
work place and other
long-term relationships
Using techniques beyond
the basics
Being more self-aware
The Negotiation Process
Analysis andResearch Planning
DiscussionDecision
• Interests at stake?• Emotions?• Motivation?• Prior evidence?
• Options?• Responses we anticipate?• Agreement?•Disagreement?
• Criteria?• Equal time?• Create options
• Does the decision improve upon my BATNA?• Another round of the process?• Do we walk away?
How’s Interest-based Negotiation different?
Long-term relationshipsEmphasis on
collaboration and ideasConflict resolutionStart by examining
yourself
Short-term relationshipsMaximize outcome
based on one or few transactions
Start by examining people involved
Basic NegotiationInterest-based Negotiation
Anatomy of Interest Based NegotiationTruthfulnessCollaborative IntentionSelf-Awareness Self-Accountability Negotiating
“True collaboration begins inside the individual and works its way out into organizations.” – Jim Tamm
The Collaborative modelExamine the situation
What problem can I solve? Can we solve together?
Evaluate what your needs areWhat do I need to feel validated?
Respected?Evaluate what you can offer
What can I directly contribute? What are the options we can generate
to serve all interests?Create options without judgment
Collaborative Intention
Self-awareness
Self-accountability
Negotiating
Skill CheckDo we know the difference
between basic negotiation and Interest-based negotiation?
What are the elements of a collaborative model?
Collaborative NegotiationCollaborate ListenCome back with a
new invention
Closing and HomeworkThanks for all the feedback!Will try to schedule one-on-one chats or
catch up via email. Your feedback is invaluable!
Please let me know if I can reciprocate (if you need participants for a training, etc.)
THANK YOU FROM THE BOTTOM OF MY HEART!
We are limited only by our imagination!