I completed a Lynda certification about Negotiation Foundations and created a slideshow to summarize the information discussed in the session. Please relay any feedback or comments!

1. Negotiation Foundations
Created by: Erin Wyrick
Penn State University Business Student

2. Bottom-Line Summary
This Lynda video delivers repeatable strategies for negotiating common issues such as asking for a raise,
setting fees, promoting teamwork, and bringing out the best in those you manage.

3. 6 Steps in Preparing for a Successful Negotiation
● Research
○ Find out what you are worth
○ Determine BATNA (best alternative to a
negotiated agreement)
○ What is the least you will accept and still be
happy?
● Prioritize
○ List all moving parts of your negotiation
■ Salary, bonuses, vacation time,
health benefits, telecommuting,
flextime
● Map Concessions
○ Everytime you give something up, you must
ask for something else in exchange
○ You do not want to become a doormat
● Identify Needs
○ Learn about you bargaining partner and what
they want to accomplish
○ Use Google and social media presence as a
tool
● Find Connections
○ Name drop credible connections
● Learn the Stakeholders
○ Who are the decision makers?

4. The 2 Big Strategies
● Distributive Bargaining
○ Divides up a limited number of benefits or resources
● Interest-based Bargaining
○ Understand your partner’s interest and expand the pies of benefits, trying to satisfy
mutual interests

5. Diagnostic Questions
● Helps to figure out your bargaining partner’s interests and goals
● Open-ended question
○ Start with words like who, what, when, where, or why
○ Phrases like “Tell me more about…”
● Used to expand conversation
● Gain clarity and guide the conversation toward agreement

6. Contentious Tactics
● Ingratiation
○ Getting what we want through charm and flattering
● Promises
○ Getting what you want now by agreeing to do something later
● Shaming
○ Shock or disapproval about a behavior or morals
● Persuasive Argumentation
○ Using logic and reason to change somebody’s behavior or prove your point

7. Conflict Resolution Styles
● Avoidance
○ Avoid argument
● Suppression
○ Refusal
● Resolution
○ Acknowledge the problem and offer to make things right
● Transformation
○ Shift your behavior to change the conflict and relationship
● Transcendence
○ Move past the need to engage in conflict

8. Open the Negotiation
● Establish a connection, engage in active listening, and frame your opening requests
● Take time to break the ice with smalltalk
● Let the other party know that you understand their perspectives
● Position your request/offer as a benefit to the other party

9. Framing
● Skill of creating perspective in order to make a decision
● Focuses attention, influences judgment & organizes thoughts
● Individuals create responses to fit the frame
● Be hard on the problem and soft on the people

10. Anchoring
● Creating a reference point around which a negotiation will revolve
● Person to make the first reasonable offer sets the anchor & the remainder of the negotiation
will revolve around it
● You want to anchor first and in your favor
● High anchors direct attention to positive attributes
● Low anchors direct attention to flaws

11. Concessions & Reciprocity
● Concession: giving away a privilege, fact, or “piece of your pie”
● Reciprocity: asking for something in return
● You need to plan what you are willing to give up and want in return

12. Lack of Cooperation
● Often deal with people who are argumentative, want to win at all costs, and enjoy crushing
their opponent
● Do research and come to the table with options