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The Art of Negotiation

The Art of Negotiation. Story Time!. What is negotiation? What does it consist of? Who is happy at the end? What are some things you have negotiated for? With who? How did their personality affect things? What was the outcome?. Before the Negotiation. Identify negotiables

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The Art of Negotiation

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  1. The Art of Negotiation

  2. Story Time! • What is negotiation? • What does it consist of? • Who is happy at the end? • What are some things you have negotiated for? • With who? How did their personality affect things? • What was the outcome?

  3. Before the Negotiation • Identify negotiables • Identify your ranges • Find your style • Have your details/support • “Facts are friends!” • BATNA • Best alternative to a negotiated agreement • Changes dynamically • ZOPA • Zone of possible agreement

  4. During The Negotiation • Professional exchange • Professional- limit emotions • You have give or take • If they start attacking you, don’t go to their level • Its business, its business, its business • Go to the balcony • Stick by what you say • If you say you’re going to quit you have to • “Be relentlessly pleasant”

  5. After the Negotiation • When you get back to your computer, write down what happened. What they said, what you maybe agreed to • Act on what was agreed • Make a new plan, go look up more info

  6. Alignment chart

  7. Competing • Look out for your own needs • “I win, you lose” • Accommodating • Give the other party what they want, hopefully they will remember that you did this in the future • “I lose, you win” • Compromising • There is loss, but it is better to compromise than get nothing at all • “I lose/win some, you lose/win some • Avoiding • Passive aggressively avoiding the confrontation • “I lose, you lose” • Collaboration • Everyone works together and there’s compromise, but with better results than before • “I win, you win”

  8. Practice! • To see the different styles and which ones are effective • 4 minutes to negotiate to a resolution • The problem: where is your group going to eat

  9. Practice! • Who is happy with what you agreed on • What style do the happy people have • What were all the styles • What would have been helpful • What styles were most frustrating • How angry did you get?

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