Negotiation is the process where interested parties: Resolve disputes, Agree upon courses of action, Bargain for individual or collective advantage , and/or Attempt to craft outcomes which serve their mutual interests.

The essential qualities of negotiation are: The existence of two parties who share an important objective BUT have some significant difference(s).

The outcome of the negotiating conference may be a: 1. compromise satisfactory to both sides, 2. standoff (failure to reach a satisfactory compromise) or 3. standoff with an agreement to try again at a later time.

A NEGOTIATION PROCESS 1. Plan and Prepare 2. Set the climate for discussions 3. Identify the issues to be discussed 4. Commence negotiations 5. Confirm and document the outcomes 6. Review your performance

NEGOTIATION BEHAVIOURS Establish common ground Clarify issues Use a variety of question types Adopt active listening Focus on the problem Share needs Propose solutions Acknowledge efforts

NEGOTIATION PREPARATION 1. Briefly state the issue being negotiated 2. Identify your goal/s from the negotiation 3. Identify the result of a failed negotiation (BATNA) 4. Identify the other party’s best outcome 5. Identify the other party’s least acceptable outcome. 6. What resources and creative ideas can you use to achieve your goal. 7. What negotiation style do you prefer to use.

OBSERVER’S ROLE Review and Improvement 1. Who appeared to be more dependent on the negotiation? 2. Who benefited the most from the negotiation? 3. What negotiation style was used? 4. What negotiation behaviours worked well? 5. What negotiation behaviours did not work well?

GO TO THE CLASS WIKI FOR RESOURCES EXERCISES ASSESSMENT COLLABORATION