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Negotiation &
Conflict Resolution
The Plugged-In Manager
ThePluggedInManager.com
TerriGriffith
Conflict Management
Broad Definition…. Broad Use….
Worksheet
“Describe your last negotiation in
outline form”
What were the key aspects of the
negotiation?
Developing a Language
Haggle
Sides of the table…
Negotiation: Deciding what
resources parties each will
give and take in an exchange
Plan Your Dive
Dive Your Plan
Preparation Leads to Better Deals
New Hire
1. Familiarize yourself with your role & the
situation (5 min)
2. Decide what you would like to accomplish
(pick ...
Types of Issues
Distributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preference...
http://www.flickr.com/photos/toffehoff/244870162
Strategies
What I Want
What the
Other Party
Wants
Compete
Accommodate
Avoid
Compromise
Collaborate/
Integrate
Integration
Bonus Vacation Pts
Compromise 6% 15 days
Recruiter 800 2000 2800
New Hire 2000 800 2800
Integrate 10% 5 days
R...
Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ ...
Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just...
Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals ...
Creating Value by…
Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy yo...
Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more val...
Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainst...
Best
Alternative to
The
Negotiated
Agreement
Why do you need to know
your BATNA?
Preparation
Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Out...
Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics f...
Term Sheet
Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
...
No More Runway
Negotiation…
It’s not just for deals:
Organizational Change
“Negotiated Change”
Meeting Agendas
Social Situations
Social Media Use Decisions
You Have to Ask
You Have To
Understand Other
Party’s Needs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
Negotiation for Entrepreneurs
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Negotiation for Entrepreneurs

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Three hour workshop on the basics of negotiation in an entrepreneurial environment. Focus on stakeholder analysis and preparation for problem solving.

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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
  • Packaging
    Adding Issues
    Fractioning

    Be creative
  • Transcript of "Negotiation for Entrepreneurs"

    1. 1. Negotiation & Conflict Resolution The Plugged-In Manager ThePluggedInManager.com TerriGriffith
    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 will give and take in an exchange
    8. 8. Plan Your Dive Dive Your Plan
    9. 9. Preparation Leads to Better Deals
    10. 10. New Hire 1. Familiarize yourself with your role & the situation (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 impasse 5. Negotiate Outside of Room 6. Record Outcomes on Board
    11. 11. Types of Issues Distributive Different Preferences Same Values Congruent Same Preferences Integrative Different Preferences Different Values
    12. 12. http://www.flickr.com/photos/toffehoff/244870162
    13. 13. Strategies What I Want What the Other Party Wants Compete Accommodate Avoid Compromise Collaborate/ Integrate
    14. 14. Integration Bonus Vacation Pts Compromise 6% 15 days Recruiter 800 2000 2800 New Hire 2000 800 2800 Integrate 10% 5 days Recruiter 0 4000 4000 New Hire 4000 0 4000
    15. 15. Worksheet 5. __________ only gets you ______ of what you want. 6. __________ issues are where ____________. 7. __________ issues are where ___________. 8. __________ issues are where ___________.
    16. 16. Two Tasks 1. Getting Information – Not just positions – Underlying preferences, priorities 2. Using Information – Not just tug of war – Identifying/creating value
    17. 17. Information Sharing Ask questions – but why should they tell you? Give information – reciprocity Find superordinate goals – super congruent issues Make offers - packaging
    18. 18. Creating Value by…
    19. 19. Not what people want, but why they want it … and finding ways to address underlying preferences/priorities that satisfy your own
    20. 20. Worksheet 9. Not what people want, but ___________. 10. _____________ & _____________ are two methods of creating more value in the negotiation.
    21. 21. Worksheet 1. 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?
    22. 22. Best Alternative to The Negotiated Agreement
    23. 23. Why do you need to know your BATNA?
    24. 24. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4 Issue 1 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3
    25. 25. Worksheet 3. 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:
    26. 26. Term Sheet
    27. 27. 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?
    28. 28. No More Runway
    29. 29. Negotiation… It’s not just for deals:
    30. 30. Organizational Change “Negotiated Change” Meeting Agendas Social Situations Social Media Use Decisions
    31. 31. You Have to Ask
    32. 32. You Have To Understand Other Party’s Needs
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