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Understand what negotiations are all about. Choose a strategy to effectively negotiate. Program Objectives (1 of 3)

Understand what negotiations are all about.

Choose a strategy to effectively negotiate.

Learn the range of negotiation approaches and their results based on your interactions. Program Objectives (2 of 3) Plan for a negotiation session.

Learn the range of negotiation approaches and their results based on your interactions.

Plan for a negotiation session.

Use communication techniques to avert potential conflicts. Practice your general negotiation techniques. Program Objectives (3 of 3)

Use communication techniques to avert potential conflicts.

Practice your general negotiation techniques.

A Challenge Please Write a One Sentence Definition of N E G O T I A T I O N.

Please Write a One Sentence Definition of

N E G O T I A T I O N.

Defining Negotiation (1 of 2) Negotiation is getting what you want from the other person -- no matter what. We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.

Negotiation is getting what you want from the other person -- no matter what.

We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.

Defining Negotiation (2 of 2) Negotiation is an attempted trade-off between getting what you want and getting along with people. Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.

Negotiation is an attempted trade-off between getting what you want and getting along with people.

Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.

Negotiation Questions What aspects of the negotiation will indicate it is proceeding well or poorly? What will tell you that it is time to caucus? What signs will you use to decide when a change in negotiators is necessary? What constitutes a "successful" negotiation?

What aspects of the negotiation will indicate it is proceeding well or poorly?

What will tell you that it is time to caucus?

What signs will you use to decide when a change in negotiators is necessary?

What constitutes a "successful" negotiation?

Negotiation -- Remember “ Two elements are essential: Reasonableness and Flexibility.”

“ Two elements are essential: Reasonableness and Flexibility.”

The Basic Components 1. Preparation 2. Objectivity 3. Strategy 4. Technique

1. Preparation

2. Objectivity

3. Strategy

4. Technique

Basic Components (1 of 2) 1. Preparation : Prepare for negotiation if you want to succeed. 2. Objectivity : Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive."

1. Preparation :

Prepare for negotiation if you want to succeed.

2. Objectivity :

Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive."

Basic Components (2 of 2) 3. Strategy : Plan a realistic course of action based on sound preparation and objective appraisal of resources. 4. Technique : Combine a wide range of skills; draw on experience and self-discipline. 

3. Strategy :

Plan a realistic course of action based on sound preparation and objective appraisal of resources.

4. Technique :

Combine a wide range of skills; draw on experience and self-discipline.

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