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<ul><li>Understand what negotiations are all about. </li></ul><ul><li>Choose a strategy to effectively negotiate. </li></ul>Program Objectives (1 of 3)

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<ul><li>Learn the range of negotiation approaches and their results based on your interactions. </li></ul>Program Objectives (2 of 3) <ul><li>Plan for a negotiation session. </li></ul>

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<ul><li>Use communication techniques to avert potential conflicts. </li></ul><ul><li>Practice your general negotiation techniques. </li></ul>Program Objectives (3 of 3)

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A Challenge <ul><li>Please Write a One Sentence Definition of </li></ul><ul><li>N E G O T I A T I O N. </li></ul>

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Defining Negotiation (1 of 2) <ul><li>Negotiation is getting what you want from the other person -- no matter what. </li></ul><ul><li>We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle. </li></ul>

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Defining Negotiation (2 of 2) <ul><li>Negotiation is an attempted trade-off between getting what you want and getting along with people. </li></ul><ul><li>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. </li></ul>

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Negotiation Questions <ul><li>What aspects of the negotiation will indicate it is proceeding well or poorly? </li></ul><ul><li>What will tell you that it is time to caucus? </li></ul><ul><li>What signs will you use to decide when a change in negotiators is necessary? </li></ul><ul><li>What constitutes a &quot;successful&quot; negotiation? </li></ul>

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Negotiation -- Remember <ul><li>“ Two elements are essential: Reasonableness and Flexibility.” </li></ul>

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The Basic Components <ul><li>1. Preparation </li></ul><ul><li>2. Objectivity </li></ul><ul><li>3. Strategy </li></ul><ul><li>4. Technique </li></ul>

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Basic Components (1 of 2) <ul><li>1. Preparation : </li></ul><ul><li>Prepare for negotiation if you want to succeed. </li></ul><ul><li>2. Objectivity : </li></ul><ul><li>Assess your strengths, weaknesses, and goals. Successful negotiators make a point to &quot;accentuate the positive.&quot; </li></ul>

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Basic Components (2 of 2) <ul><li>3. Strategy : </li></ul><ul><li>Plan a realistic course of action based on sound preparation and objective appraisal of resources. </li></ul><ul><li>4. Technique : </li></ul><ul><li>Combine a wide range of skills; draw on experience and self-discipline. </li></ul>

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