I have completed my Lynda Certification for Negotiation Foundations. I would enjoy to hear any feedback on my presentation! Please and thank you! Enjoy the rest of your week!

1. Lynda: Negotiation Foundations
Created by Taylor L. Cannon
Penn State Mont Alto Business Major

2. Bottomline
The foundations of negotiation has to
strategically planned in order to get the
most benefit for each parties.

3. The Six Steps in Preparing for a successful Negotiation
● Research
○ Find out what you are worth
○ Find your BATNA
● Prioritize
○ List all the moving parts of your
negotiation
● Map out the concessions
○ For anything you give up, you
will ask for something in
exchange
● Learning about bargaining partners
○ Learn about the partner and
what they want to accomplish
● Determine your common ground
○ Make sure your connections are credible
● Learn who stakeholders/ decision makers are
○ Understand the decision-making process

4. Defining the Two Big Strategies
Distributive Bargaining
● Divides up a limited
number of
benefits/resources
● Your job is to get more
than your partner
Interest-based Bargaining
● Your partners needs
and preferences
● Expanding the pie
● Satisfy as many mutual
interest as possible

5. Diagnostic Questions
● Open-ended questions using phrases such as who, what, when, where, or
why?
● Helps find bargaining partners’ interest/ what they want
● Helps avoid “yes” or “no” answers
● Gains clarity and guides the conversations towards an agreement

6. Conflict Resolution Styles
● Avoidance- Avoid the argument
● Suppression- Refusal
● Resolution- Offering to make things right
● Transformation- Shifting your behavior to change the relationship/conflict
● Transcendence- Moving past the argument

7. Contentious Tactics
● Ingratiation- Getting want you want because you’re so likeable
● Promises- Getting what you want because you agreed to do something later
● Shaming- Expressing shock or disapproval about somebody’s behaviour
● Persuasive Argumentation- The use of logic/ reason to change somebody’s
behaviour or position

8. Opening the Negotiation
● Establish a connection and trust
○ Engage in smalltalk
○ Engage in active listening
○ Be understanding of the other party’s perspectives
○ Position your offer to benefit the other party

9. Framing
● Creating perspective so that a decision can be made
● Frame the request around time, budget, and reputation
● Focuses on attention, influences judgement, organizes a person’s thoughts
around a category or outcome

10. Anchoring
● Practice of creating a reference point around which a negotiation will revolve
● First reasonable offer sets the anchor
● Set the first anchor in your favor
● Low anchors direct attention to flaws
● High anchors direct attention to positive attributes

11. Simplifying Concessions and Reciprocity
● Concessions
○ Giving away a privilege, a fact, or a piece of your pie
● Reciprocity
○ Asking for something in return
*Plan what you are willing to give up and want you want in return*

12. Handling a Lack of Cooperation
● Dealing with people who try to win at all cost
● Prepare by crafting a side deal- have a back up plan
● Do the research and come to the table with options