New Hire1. Familiarize yourself with your role & thesituation (5 min)2. Decide what you would like to accomplish(pick a goal - 2 min)3. Decide how you would like to accomplish it(brainstorm tactics - 3 min)4. Agreement on all issues, or impasse5. Negotiate Outside of Room6. Record Outcomes on Board
Types of IssuesDistributiveDifferent PreferencesSame ValuesCongruentSame PreferencesIntegrativeDifferent PreferencesDifferent Values
Worksheet3. When you have time, what is the agenda foryour first negotiation meeting?4. Describe at least two tactics for gatheringinformation from the stakeholders to anegotiation:
Second Context:Performance InterviewChris – Brand ManagerLee – Product Manager
WorksheetRead your case and determine:Your basic goal in the meetingPlan how to achieve that goal
Be Strategic In Your Preparation• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues &outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
WorksheetWhat can you take away regarding alternativepoints of view?What about long versus short term goals and howyou value them?BATNA? Other preparation that would have beenuseful?