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Negotiations & Conflict Resolution
Win/Win Negotiations
Five Key Ideas…
Do your homework!
Have LOTS of ways to win
Know you BATNA before
you begin the negotiation
Best
Alternative
To a
Negotiated
Agreement
Assess the other party
Win / Win Win / LoseWin / Win
Go to the Balcony
Five Keys to Win/Win
Negotiation
1. Be well-prepared
2. Have LOTS of ways to win
3. Know your BATNA
4. Assess the other pa...
Conflict Resolution
State vs. Trait
5 Levels of Conflict
1. LISTEN!!!!!
2. “I”- Statements
3. Negotiation
4. Gentle Confrontation
• I understand you
• You are important to me
• I value you, however…
• From my point of view…
• Please change your behavio...
• I know you think the Jones project is a
waste of time, but you are an important
part of our team and I value you highly…...
5. Direct or Firm
Confrontation
The GAP
Workshop:
Ideal YOU
If you have any questions at all please do not hesitate to send a note or call.
My email address is: john@johnspence.com
M...
CSDA Win/Win Negotiations and Conflict Resolution 6.14
CSDA Win/Win Negotiations and Conflict Resolution 6.14
CSDA Win/Win Negotiations and Conflict Resolution 6.14
CSDA Win/Win Negotiations and Conflict Resolution 6.14
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CSDA Win/Win Negotiations and Conflict Resolution 6.14

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Breakout session on negotiations and conflict resolution by John Spence

Published in: Business, Technology
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Transcript of "CSDA Win/Win Negotiations and Conflict Resolution 6.14"

  1. 1. Negotiations & Conflict Resolution
  2. 2. Win/Win Negotiations
  3. 3. Five Key Ideas…
  4. 4. Do your homework!
  5. 5. Have LOTS of ways to win
  6. 6. Know you BATNA before you begin the negotiation Best Alternative To a Negotiated Agreement
  7. 7. Assess the other party Win / Win Win / LoseWin / Win
  8. 8. Go to the Balcony
  9. 9. Five Keys to Win/Win Negotiation 1. Be well-prepared 2. Have LOTS of ways to win 3. Know your BATNA 4. Assess the other party 5. Go to the balcony
  10. 10. Conflict Resolution
  11. 11. State vs. Trait
  12. 12. 5 Levels of Conflict
  13. 13. 1. LISTEN!!!!!
  14. 14. 2. “I”- Statements
  15. 15. 3. Negotiation
  16. 16. 4. Gentle Confrontation
  17. 17. • I understand you • You are important to me • I value you, however… • From my point of view… • Please change your behavior • If not, bad things might happen!
  18. 18. • I know you think the Jones project is a waste of time, but you are an important part of our team and I value you highly… so when you show up late to meetings and turn your work in days late – I feel like you don’t care and it also creates a lot of stress for me. If you continue to do this it may mean that we do not finish the project on time and we will all lose our chance for bonus. It would be wonderful if you would please…
  19. 19. 5. Direct or Firm Confrontation
  20. 20. The GAP
  21. 21. Workshop: Ideal YOU
  22. 22. If you have any questions at all please do not hesitate to send a note or call. My email address is: john@johnspence.com My twitter address is: @awesomelysimple *** Please connect with me on LinkedIn *** Also, you might find value in the ideas I share in my blog. You can sign up for it at: www.blog.johnspence.com Lastly, these slides have already been uploaded to: www.slideshare.net/johnspence
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