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Learn the range of negotiation
approaches and their results
based on your interactions.
Program Objectives (2 of 3)
Plan for a negotiation session.
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Use communication techniques
to avert potential conflicts.
Practice your general negotiation
techniques.
Program Objectives (3 of 3)
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Defining Negotiation (1 of 2)
Negotiation is getting
what you want from the
other person -- no matter
what.
We all know how bargaining
works. You ask for a lot, and
wind up settling for something
in the middle.
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Defining Negotiation (2 of 2)
Negotiation is an attempted
trade-off between getting
what you want and getting
along with people.
Negotiation is a discussion between
people, with the goal of reaching an
agreement on issues, and separating
the parties when neither party has the
power to get its way.
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Negotiation Questions
What aspects of the negotiation will
indicate it is proceeding well or
poorly?
What will tell you that it is time to
caucus?
What signs will you use to decide
when a change in negotiators is
necessary?
What constitutes a "successful"
negotiation?
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Basic Components (1 of 2)
1. Preparation:
Prepare for negotiation if you want
to succeed.
2. Objectivity:
Assess your strengths, weaknesses,
and goals. Successful negotiators
make a point to "accentuate the
positive."
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Basic Components (2 of 2)
3. Strategy:
Plan a realistic course of action
based on sound preparation and
objective appraisal of resources.
4. Technique:
Combine a wide range of skills;
draw on experience and self-
discipline.
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negotiation, questions to ask, identifying the issues, assembling
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pros and cons of various negotiation approaches, 22
characteristics of effective negotiation, mediation, arbitration,
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