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Negotiation & Conflict Management
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Negotiation & Conflict Management


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

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

Published in: Business, Career
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  • 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
  • Transcript

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