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Negotiation Best Practices Slideshow

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Negotiation Best Practices Slideshow

  1. 1. NegotiationBest Practices<br />Kate Stewart, PhD<br />Product Camp 2011<br />KK<br />© 2011 Iron Scaffold<br />
  2. 2. © 2010 Iron Scaffold<br />
  3. 3. The research: It happens 95% of the time.<br />The challenge: We often don’t know when it happens.<br />The solution: Reduce fear, increase strategic collaboration. <br />3<br />Don’t leave money on the table<br />
  4. 4. There is only ONE pizza.<br />You WANT the pizza… BADLY!!<br />GET THE BIGGEST PIECE YOU CAN WHATEVER IT TAKES!<br />4<br />Distributive Negotiation<br />Or……..<br />
  5. 5. Work with the others to stretch the pizza.<br />Make it as large as possible. <br />Decide together how to divide it. <br />5<br />IntegrativeNegotiation<br />Results: You get more pizza. You get better work relationships.<br />
  6. 6. Positions vs. interests<br />“Peel the onion”<br />Strategic questions<br />Active listening<br />Self-disclosure<br />6<br />Interests-Based Bargaining<br />
  7. 7. QUESTIONS?<br />
  8. 8. © 2010 Iron Scaffold<br />
  • ProductCampAustin

    Jan. 20, 2011

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