This document provides an overview of a 3-part negotiation training course, including the objectives to learn the anatomy of any negotiation using PICO (People, Interests, Criteria, Options), understand BATNAs, anchors and reservation prices, and go through the negotiation process. Examples are provided to demonstrate key concepts like generating options and using anchors and BATNAs, and homework is assigned to apply the skills between sessions.
The document outlines an alternative approach to positional bargaining called principled negotiation. It involves separating the people from the problem, focusing on interests instead of positions, and inventing options for mutual gain. Some key aspects of this approach are understanding each party's perceptions and emotions, actively listening to develop objective criteria for decisions, and ensuring all interests are acknowledged and considered to find a wise agreement. Developing a strong alternative to an agreement and not giving into pressure tactics are also discussed.
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
1) The document discusses the principles of principled negotiation as outlined by Roger Fisher and William Ury in their book Getting to Yes, including separating the people from the problem, focusing on interests not positions, inventing options for mutual gain, and insisting on objective criteria.
2) Key aspects of principled negotiation are dealing directly with perceptions, emotions, and communication to resolve "people problems", identifying shared and conflicting interests, and developing multiple solutions to address all interests.
3) The document contrasts principled negotiation with positional bargaining, noting the former tends to produce wiser and more efficient agreements while maintaining relationships.
Although negotiation takes place every day, it is not east to do well. Standard strategies for negotiation often leave people dissatisfied, worn out, or alienated -- and frequently all three.
People find themselves in a dilemma. They see two ways to negotiate: hard or soft. The soft negotiator desperately tries to avoid conflict when the hard negotiator gives all he can afford to win.
There is a better way to negotiate. A way that is neither hard nor soft but rather hard and soft. Principled negotiation is about being HARD on the PROBLEM while being SOFT on the PEOPLE.
By means of roleplay, discussion groups and reflection we will introduce the method of principled negotiation. At the end of this training session you will be able to analyse past negotiations and prepare future negotiations to encompass the four basic principles we will introduce to you.
Getting To Yes - Negotiating Agreement Without Giving Indre229
The document summarizes the key ideas from the book "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton. It outlines the Harvard Negotiation Project and describes the authors' concept of principled negotiation as a third approach between soft and hard bargaining. Principled negotiation focuses on separating people from the problem, understanding interests rather than positions, generating options before deciding on solutions, and basing results on objective criteria rather than one side giving in.
A guide for how to prepare and conduct and negotiations when in a buyer situation. How to handle climate management and other practical tools such as BATNA etc.
Negotiation skills - Key concepts when planning a negotiationPatricia Maguet
This document provides an overview of key concepts for negotiating skills. It defines negotiation as formal discussions to reach an agreement when there are conflicting interests between parties. Preparing for negotiation involves identifying objectives, issues, positions, roles of those involved, interests and needs of parties. Other important concepts covered include gathering relevant information, setting ground rules, understanding best and worst alternatives to an agreement (BATNA and WATNA), leverage, and ensuring any agreement reached is properly implemented. The overall summary is that effective negotiation requires understanding all perspectives and having clear objectives, while also considering backup plans if an agreement cannot be reached.
This document provides an overview of a 3-part negotiation training course, including the objectives to learn the anatomy of any negotiation using PICO (People, Interests, Criteria, Options), understand BATNAs, anchors and reservation prices, and go through the negotiation process. Examples are provided to demonstrate key concepts like generating options and using anchors and BATNAs, and homework is assigned to apply the skills between sessions.
The document outlines an alternative approach to positional bargaining called principled negotiation. It involves separating the people from the problem, focusing on interests instead of positions, and inventing options for mutual gain. Some key aspects of this approach are understanding each party's perceptions and emotions, actively listening to develop objective criteria for decisions, and ensuring all interests are acknowledged and considered to find a wise agreement. Developing a strong alternative to an agreement and not giving into pressure tactics are also discussed.
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
1) The document discusses the principles of principled negotiation as outlined by Roger Fisher and William Ury in their book Getting to Yes, including separating the people from the problem, focusing on interests not positions, inventing options for mutual gain, and insisting on objective criteria.
2) Key aspects of principled negotiation are dealing directly with perceptions, emotions, and communication to resolve "people problems", identifying shared and conflicting interests, and developing multiple solutions to address all interests.
3) The document contrasts principled negotiation with positional bargaining, noting the former tends to produce wiser and more efficient agreements while maintaining relationships.
Although negotiation takes place every day, it is not east to do well. Standard strategies for negotiation often leave people dissatisfied, worn out, or alienated -- and frequently all three.
People find themselves in a dilemma. They see two ways to negotiate: hard or soft. The soft negotiator desperately tries to avoid conflict when the hard negotiator gives all he can afford to win.
There is a better way to negotiate. A way that is neither hard nor soft but rather hard and soft. Principled negotiation is about being HARD on the PROBLEM while being SOFT on the PEOPLE.
By means of roleplay, discussion groups and reflection we will introduce the method of principled negotiation. At the end of this training session you will be able to analyse past negotiations and prepare future negotiations to encompass the four basic principles we will introduce to you.
Getting To Yes - Negotiating Agreement Without Giving Indre229
The document summarizes the key ideas from the book "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton. It outlines the Harvard Negotiation Project and describes the authors' concept of principled negotiation as a third approach between soft and hard bargaining. Principled negotiation focuses on separating people from the problem, understanding interests rather than positions, generating options before deciding on solutions, and basing results on objective criteria rather than one side giving in.
A guide for how to prepare and conduct and negotiations when in a buyer situation. How to handle climate management and other practical tools such as BATNA etc.
Negotiation skills - Key concepts when planning a negotiationPatricia Maguet
This document provides an overview of key concepts for negotiating skills. It defines negotiation as formal discussions to reach an agreement when there are conflicting interests between parties. Preparing for negotiation involves identifying objectives, issues, positions, roles of those involved, interests and needs of parties. Other important concepts covered include gathering relevant information, setting ground rules, understanding best and worst alternatives to an agreement (BATNA and WATNA), leverage, and ensuring any agreement reached is properly implemented. The overall summary is that effective negotiation requires understanding all perspectives and having clear objectives, while also considering backup plans if an agreement cannot be reached.
Barack Obama was the first African American president of the United States. He was born in 1961 in Hawaii to a Kenyan father and American mother. Obama graduated from Columbia University and Harvard Law School and worked as a civil rights attorney and law professor. He was elected to the Illinois state senate in 1996 and served until 2004. In 2008, Obama was elected as the 44th U.S. president, running on a platform of withdrawing troops from Iraq, cutting taxes for most Americans, and improving healthcare and the economy. One year into his presidency, assessments of his performance were mixed, with over half of Americans saying he had not delivered on major promises but Democrats continuing to strongly approve of his job performance.
The document provides a flow chart and egg diagram outlining the process and factors involved in operating a successful bakery shop. The flow chart shows the suppliers, ingredients, equipment, production process, distribution, and customer service aspects of making and selling croissants. The egg diagram depicts the customer decision journey from wanting bakery goods to purchasing items either to eat at the shop or take home, and the various touchpoints that influence their selection and experience.
Barack Obama was the first African American president of the United States. He was born in 1961 in Hawaii to a Kenyan father and American mother. Obama graduated from Columbia University and Harvard Law School and worked as a civil rights attorney and law professor. He was elected to the Illinois state senate in 1996 and served until 2004. In 2008, Obama was elected as the 44th U.S. president, running on a platform of withdrawing troops from Iraq, cutting taxes for most Americans, and improving healthcare and the economy. One year into his presidency, assessments of his performance were mixed, with over half of Americans saying he had not delivered on major promises but Democrats continuing to strongly approve of his job performance.
The document provides a flow chart and egg diagram outlining the process and factors involved in operating a successful bakery shop. The flow chart shows the suppliers, ingredients, equipment, production process, distribution, and customer service aspects of making and selling croissants. The egg diagram depicts the customer decision journey from wanting bakery goods to purchasing items either to eat at the shop or take home, and the various touchpoints that influence their selection and experience.
1. EPM Master of Business Program in Entrepreneurship Management
Group # 4
2.
3. EPM Master of Business Program in Entrepreneurship Management
By : EPM 7 # Group 4
4. EPM Master of Business Program in Entrepreneurship Management
Group 4
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