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PODCAST “ The Art of Negotiation ”

PODCAST “ The Art of Negotiation ”. Ana Alice Antunes Haddad – 15650 Caroline Ferreira Braga – 15970 Ivan Ribeiro – 15681 Pedro Ivo Cardoso – 15674 Rodrigo Cabral - 13738. AGENDA. Stan Christensen The conventional wisdom about Negotiation Classic Mistakes Negotiators Make

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PODCAST “ The Art of Negotiation ”

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  1. PODCAST “TheArtofNegotiation” Ana Alice Antunes Haddad – 15650 Caroline Ferreira Braga – 15970 Ivan Ribeiro – 15681 Pedro Ivo Cardoso – 15674 Rodrigo Cabral - 13738

  2. AGENDA • Stan Christensen • TheconventionalwisdomaboutNegotiation • ClassicMistakesNegotiatorsMake • What is EffectiveNegotiation? • A Framework for Negotiation Success • Lessons from “The War On Terror” • Five UsefulNegotiationTips

  3. STAN CHRISTENSEN STANFORD UNIVERSITY

  4. THE CONVENTIONAL WISDOM ABOUT NEGOTIATION • YouNeedGreyHairandBattleScars • Negotiations are One-timeEvents • It’s About Advocating and Winning • You Need Natural Talent to be a Great Negotiator

  5. CLASSIC MISTAKES NEGOTIATORS MAKE • Taking a tactical approach • Goodcop/Badcop • The pie is fixed • Notrecognizingorquestioningassumptions

  6. WHAT IS EFFECTIVE NEGOTIATION? • Anyattempt to persuade orinfluence... • Thepracticeofeffectiverelationship management • Animportantlifeskill for multiplecomplex • Theartofcreativeproblemsolving

  7. A FRAMEWORK FOR NEGOTIATION SUCCESS

  8. A FRAMEWORK FOR NEGOTIATION SUCCESS • The framework is useful to deal with differences • It can be used when preparing or during the negotiation.

  9. LESSONS FROM “THE WAR ON TERROR” • Criteria: No Objective Measure of Success • Communication: Lack of Openness to Persuasion • Commitment: Separate Commitment from Communication • Interests: The Complexity of Stakeholder Interests • Relationship: Disagree Without Being Disagreeable • Options: The Importance of Creative Problem Solving • Alternatives: Unilateral ActionDangerous

  10. FIVE USEFUL NEGOTIATION TIPS • Prepare, prepare, prepare • Tell the Truth and be Worthy of Trust • Apologize and Own Your Contribution • Stay in the Game • Look for Opportunities to Give Extra

  11. CONCLUSION • The conventional wisdom about Negotiation • Classic Mistakes Negotiators Make • Effective Negotiation • A Framework for Negotiation Success • Five Useful Negotiation Tips

  12. REFERENCES • PODCAST: The art of Negotiation, Stan Christensen

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