Casseb.Mediation.2.25.09
•Download as PPS, PDF•
0 likes•234 views
This document provides tips for effective creative mediation practices. It recommends that all decision makers be present for mediation and not do partial days; to understand the key issues and use confidential forms; and to let the mediator help formulate offers and proposals to find common ground and reach settlement. The mediator should work with all parties to change perspectives and focus on present values rather than past positions to settle in good faith.
Report
Share
Report
Share
![Mediation ,[object Object],[object Object]](https://image.slidesharecdn.com/casseb-mediation-2-25-09-090827101537-phpapp02/85/Casseb-Mediation-2-25-09-1-320.jpg)
Recommended
Five Secrets for Successful Negotiation
Successful negotiation requires preparation, knowing your goals and limits, and finding solutions where both sides can benefit. The document outlines five tips for successful negotiation: 1) Prepare by researching facts about all positions, 2) Decide your goals and limits before starting, 3) Look for "win-win" solutions where both sides gain something, 4) Treat the other side fairly with respect, and 5) Get a decision rather than allowing negotiations to continue indefinitely.
Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015
The document discusses different negotiation strategies and techniques. It contrasts competitive negotiation, where the seller prices high and buyer offers low, with cooperative negotiation, where both sides openly share their positions. While cooperative negotiation may be misunderstood as a weakness, competitive negotiation often leads to conflict or brinkmanship. The document provides advice on preparing for negotiations, focusing on interests over positions, listening skills, and dealing with difficult behaviors or emotions that may arise.
The Power Series - Negotiation
The document discusses different approaches to negotiation between buyers and sellers. It notes that competitive negotiation that treats negotiation as a battle often leads to conflict and lose-lose outcomes, while cooperative negotiation that finds mutual interests and wins is more likely to achieve win-win results. It provides tips for sellers on understanding value from the buyer's perspective, preparing for negotiations, and dealing with difficult behaviors from buyers.
Sales negotiation training
The document announces a sales negotiation workshop presented by Thomas Ekalle and Kenneth Sighan. The workshop will cover the three dimensions of negotiation: process, relationship building, and reconciling successful negotiation with customer loyalty building. Attendees will learn techniques like maintaining a balance of power, understanding the difference between selling and negotiating, allowing room for maneuvering, and steering meetings to successful conclusions while reassuring the other party and trading off rather than giving away.
Usefull negotiation-skill
This document provides information on negotiation skills and strategies. It discusses why negotiation is important, basic negotiation principles like preparation, planning and flexibility. It also outlines common negotiation "games" or tactics used to gain leverage such as threats, insults, bluffing and intimidation. The document advises staying calm, sticking to the key issues, verifying claims, and having backup plans or alternatives. It stresses the importance of preparation, gathering information, maintaining your negotiating position and limits, and practicing negotiation skills.
The Power Series Sales Negotiation 2017
The document discusses strategies for negotiation. It contrasts competitive negotiation, which often leads to conflict and lose-lose outcomes, with cooperative negotiation, which seeks to understand all perspectives to find a win-win agreement. It provides questions to consider in negotiation, including understanding what each side values and how to ensure both parties get more value than originally proposed. The goal is finding agreements that satisfy both parties' interests.
Sales
To effectively negotiate, one should listen more than talk, maintain a positive outlook, and establish an agenda upfront. Major issues should be addressed early in the negotiation to avoid last minute concessions. It is also important to plan your positions in advance, be willing to compromise but also hold your ground, and ensure any concessions are met with commitments from the other party. Patience and taking breaks to consider offers can also strengthen your negotiating position.
5 worst sales scenarios
This document provides 5 worst case sales scenarios and solutions to avoid them. The scenarios include not knowing what a company does during an initial call, losing a deal after a verbal agreement, losing the deal during the handoff to procurement, being unprepared for calls, and being blindsided during a meeting. The document recommends doing research on companies before calls, getting written agreements, developing ties to other departments, having a strong and concise pitch, and being flexible during meetings.
Recommended
Five Secrets for Successful Negotiation
Successful negotiation requires preparation, knowing your goals and limits, and finding solutions where both sides can benefit. The document outlines five tips for successful negotiation: 1) Prepare by researching facts about all positions, 2) Decide your goals and limits before starting, 3) Look for "win-win" solutions where both sides gain something, 4) Treat the other side fairly with respect, and 5) Get a decision rather than allowing negotiations to continue indefinitely.
Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015
The document discusses different negotiation strategies and techniques. It contrasts competitive negotiation, where the seller prices high and buyer offers low, with cooperative negotiation, where both sides openly share their positions. While cooperative negotiation may be misunderstood as a weakness, competitive negotiation often leads to conflict or brinkmanship. The document provides advice on preparing for negotiations, focusing on interests over positions, listening skills, and dealing with difficult behaviors or emotions that may arise.
The Power Series - Negotiation
The document discusses different approaches to negotiation between buyers and sellers. It notes that competitive negotiation that treats negotiation as a battle often leads to conflict and lose-lose outcomes, while cooperative negotiation that finds mutual interests and wins is more likely to achieve win-win results. It provides tips for sellers on understanding value from the buyer's perspective, preparing for negotiations, and dealing with difficult behaviors from buyers.
Sales negotiation training
The document announces a sales negotiation workshop presented by Thomas Ekalle and Kenneth Sighan. The workshop will cover the three dimensions of negotiation: process, relationship building, and reconciling successful negotiation with customer loyalty building. Attendees will learn techniques like maintaining a balance of power, understanding the difference between selling and negotiating, allowing room for maneuvering, and steering meetings to successful conclusions while reassuring the other party and trading off rather than giving away.
Usefull negotiation-skill
This document provides information on negotiation skills and strategies. It discusses why negotiation is important, basic negotiation principles like preparation, planning and flexibility. It also outlines common negotiation "games" or tactics used to gain leverage such as threats, insults, bluffing and intimidation. The document advises staying calm, sticking to the key issues, verifying claims, and having backup plans or alternatives. It stresses the importance of preparation, gathering information, maintaining your negotiating position and limits, and practicing negotiation skills.
The Power Series Sales Negotiation 2017
The document discusses strategies for negotiation. It contrasts competitive negotiation, which often leads to conflict and lose-lose outcomes, with cooperative negotiation, which seeks to understand all perspectives to find a win-win agreement. It provides questions to consider in negotiation, including understanding what each side values and how to ensure both parties get more value than originally proposed. The goal is finding agreements that satisfy both parties' interests.
Sales
To effectively negotiate, one should listen more than talk, maintain a positive outlook, and establish an agenda upfront. Major issues should be addressed early in the negotiation to avoid last minute concessions. It is also important to plan your positions in advance, be willing to compromise but also hold your ground, and ensure any concessions are met with commitments from the other party. Patience and taking breaks to consider offers can also strengthen your negotiating position.
5 worst sales scenarios
This document provides 5 worst case sales scenarios and solutions to avoid them. The scenarios include not knowing what a company does during an initial call, losing a deal after a verbal agreement, losing the deal during the handoff to procurement, being unprepared for calls, and being blindsided during a meeting. The document recommends doing research on companies before calls, getting written agreements, developing ties to other departments, having a strong and concise pitch, and being flexible during meetings.
5 worst sales scenarios
This document provides 5 worst case sales scenarios and solutions to avoid them. The scenarios include not knowing what a company does during an initial call, losing a deal after a verbal agreement, losing the deal during the handoff to procurement, being unprepared for calls, and being blindsided during a meeting. The document recommends doing research on companies before calls, getting written agreements, developing ties to other departments, having a strong and concise pitch, and being flexible during meetings.
Ask the Experts: Venue Sourcing Power Panel
Sourcing professionals Leslie Donato from International Council of Shopping Centers, Nickie Morgan from NFP Corporation, and Kelly Pettis from Olympus America forces to form a power panel on enhance the sourcing experience.
Managing Team Conflict and Negotiations
There are five ways to manage conflict and negotiation. Each of us has a preferred way and we may overuse this style. You will complete a diagnostic tool to better understand the way you prefer to negotiate and deal with conflict.
Managing Team Conflict & Negotiation
This document appears to be a training module on managing team conflict and negotiations. It includes the following units:
- Characteristics of high performing teams
- The four stages of team development
- Tools for leading teams
- The roles people play in teams
- Managing team conflict and negotiations
- Developing team culture
It discusses different conflict and negotiation styles including competing, accommodating, avoiding, collaborating, and compromising. It provides examples of when each style would be appropriate. The document also includes homework and case studies to practice applying the different conflict resolution styles.
Managing Team Conflict & Negotiation
There are five ways to manage conflict and negotiation. Each of us has a preferred way and we may overuse this style. You will complete a diagnostic tool to understand the way you prefer to negotiate and deal with conflict.
Sensitivity Training1
This document discusses the importance of being considerate of one's audience as a company grows. It advises employees to think before speaking and consider how their words may affect others, especially those with differences or from diverse backgrounds. Offensive language and bullying should be avoided. Being aware, respectful, and mindful of one's peers and how they may interpret comments will help create a positive and inclusive work environment that allows for company success.
More Related Content
What's hot
5 worst sales scenarios
This document provides 5 worst case sales scenarios and solutions to avoid them. The scenarios include not knowing what a company does during an initial call, losing a deal after a verbal agreement, losing the deal during the handoff to procurement, being unprepared for calls, and being blindsided during a meeting. The document recommends doing research on companies before calls, getting written agreements, developing ties to other departments, having a strong and concise pitch, and being flexible during meetings.
Ask the Experts: Venue Sourcing Power Panel
Sourcing professionals Leslie Donato from International Council of Shopping Centers, Nickie Morgan from NFP Corporation, and Kelly Pettis from Olympus America forces to form a power panel on enhance the sourcing experience.
Managing Team Conflict and Negotiations
There are five ways to manage conflict and negotiation. Each of us has a preferred way and we may overuse this style. You will complete a diagnostic tool to better understand the way you prefer to negotiate and deal with conflict.
Managing Team Conflict & Negotiation
This document appears to be a training module on managing team conflict and negotiations. It includes the following units:
- Characteristics of high performing teams
- The four stages of team development
- Tools for leading teams
- The roles people play in teams
- Managing team conflict and negotiations
- Developing team culture
It discusses different conflict and negotiation styles including competing, accommodating, avoiding, collaborating, and compromising. It provides examples of when each style would be appropriate. The document also includes homework and case studies to practice applying the different conflict resolution styles.
Managing Team Conflict & Negotiation
There are five ways to manage conflict and negotiation. Each of us has a preferred way and we may overuse this style. You will complete a diagnostic tool to understand the way you prefer to negotiate and deal with conflict.
Sensitivity Training1
This document discusses the importance of being considerate of one's audience as a company grows. It advises employees to think before speaking and consider how their words may affect others, especially those with differences or from diverse backgrounds. Offensive language and bullying should be avoided. Being aware, respectful, and mindful of one's peers and how they may interpret comments will help create a positive and inclusive work environment that allows for company success.
What's hot (6)
Casseb.Mediation.2.25.09
- 3. Let Your Client Do The Talking
- 4. All Decision-Makers Must Be Present
- 5. No Half Days: All In or All Out
- 6. Don’t Piecemeal Your Negotiation
- 8. Use The Confidential Mediation Form
- 9. Trunk of the Car Rule
- 10. Client Control and Decision-Making
- 11. Write As You Go...
- 12. Make MSA a Partition
- 14. Play the Mediation Game
- 15. Let Mediator Help Formulate Offers
- 16. Change Your Point of View
- 17. Bad Settlement Good Lawsuit
- 18. Present Day Values in Defined Benefit Plans
- 19. Don’t Pony Up The Bottom Line
- 20. Mediator Generated Settlement Proposals
- 22. Good Mediators Never Quit
- 23. Always Leave Something on the Table
- 24. Mediators Are Lawyers Too