Negotiation & Conflict Management


Published on

These are the base slides (no case or exercise answers) for a short session on negotiation tools and techniques.

Published in: Business, Career
  • Be the first to comment

  • Be the first to like this

No Downloads
Total Views
On Slideshare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
  • Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
  • We bring an image
  • PackagingAdding IssuesFractioningBe creative
  • PackagingAdding IssuesFractioningBe creative
  • Negotiation & Conflict Management

    1. 1. Negotiation: It’s EvenMore Powerful Than You Think TerriGriffith #PIM The Plugged-In Manager
    2. 2. Conflict Management Broad Definition…. Broad Use….
    3. 3. Worksheet“Describe your last negotiation in outline form”What were the key aspects of the negotiation?
    4. 4. Developing a Language
    5. 5. Haggle
    6. 6. Sides of the table…
    7. 7. Negotiation: Deciding what resources parties each willgive and take in an exchange
    8. 8. Preparation Leads to Better Deals
    9. 9. New Hire
    10. 10. Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
    11. 11.
    12. 12. Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
    13. 13. Worksheet5. __________ only gets you ______ of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
    14. 14. Two Tasks1. Getting Information – Not just positions – Underlying preferences, priorities2. Using Information – Not just tug of war – Identifying/creating value
    15. 15. Information SharingAsk questions – but why should they tell you?Give information – reciprocityFind superordinate goals – super congruent issuesMake offers - packaging
    16. 16. Creating Value by… +Image (CC) Brian Solis, and
    17. 17. Creating Value by…
    18. 18. Not what people want, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy your own
    19. 19. Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
    20. 20. Worksheet1. Preparation for negotiation is trivial or involved?2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
    21. 21. BestAlternative toTheNegotiatedAgreement
    22. 22. Why do you need to know your BATNA?
    23. 23. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
    24. 24. Worksheet3. When you have time, what is the agenda for your first negotiation meeting?4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
    25. 25. -10 0 +10
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.