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Get 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
Objectives Define 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• Interests at stake? • Options?• Emotions? Analysis and • Responses we• Motivation? anticipate?• Prior evidence? Research Planning • Agreement? •Disagreement?• Does thedecision improveupon my BATNA? Discussion• Another round Decision • Criteria?of the process? • Equal time?• Do we walk • Create optionsaway?
How’s Interest-based Negotiationdifferent? Interest-based Basic Negotiation Negotiation Short-term relationships Long-term relationships Maximize outcome based Emphasis on on one or few collaboration and ideas transactions Conflict resolution Start by examining Start by examining people involved yourself
Anatomy of Interest Based Negotiation Truthfulness Collaborative Intention Self-Awareness Self-Accountability Negotiating “True collaboration begins inside the individual and works its way out into organizations.” – Jim Tamm
The Collaborative model Examine the situation Collaborative What problem can I solve? Can we solve Intention together? Evaluate what your needs are Self- What do I need to feel validated? awareness Respected? Evaluate what you can offer Self- What can I directly contribute? accountability What are the options we can generate to serve all interests? Negotiating Create options without judgment
Skill Check Do we know the difference between basic negotiation and Interest-based negotiation? What are the elements of a collaborative model?
Collaborative Negotiation Collaborate Listen Come back with a new invention
Closing and Homework Thanks 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!