In this presentation to the Beta Alpha Psi Fraternity at the University of Baltimore we discussed negotiations as they relate to job placement, work life integration, and knowing the deliverables.

1. Joseph Rugger, CPA, CGMA
11.3.2015
Beta Alpha Psi
University of Baltimore
Getting to Yes in
Negotiations
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2. Negotiation – Winners and Losers
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Positional vs Principled Negotiation

3. Principle #1
Separate the People from the Problem
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4. Principle #2
Focus on interests – not positions
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5. The side with the most information
nearly always has the advantage
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6. Principle #3
Invent options for mutual gain
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7. It is not just about the price
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It is also about the package

8. Principle #4
Insist on using objective criteria
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9. What if they are more powerful?
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Best Alternative to Negotiated
Agreement

10. What if they will not play?
Use Negotiation Jujitsu
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11. What if they use dirty tricks?
Tame the hard bargainer
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12. Never make on the spot decisions
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Delay Delay Delay

13. Use Silence
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Less than full disclosure is not the
same as deception.

14. Goals for Negotiations:
1. Efficiency
2. Wise Agreement
3. Improve and Not Damage the Relationship
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15. Joseph Rugger, CPA, CGMA
11.3.2015
Beta Alpha Psi
University of Baltimore
Questions?
joseph.rugger@gmail.com linkedin.com/in/josephruggercpa @joerugger slideshare.net/josephrugger