This document summarizes the contents of a presentation on the book "Negotiating Outcomes" by various authors. It discusses key concepts from each chapter such as different types of negotiations, the nine steps to a deal, cognitive traps, and tools for negotiating outcomes. It also includes sample multiple choice questions to test understanding and outlines a skit demonstrating negotiations to obtain a business loan.

1. Harvard School of Press
Negotiating
Outcomes
By:
Clarissa Basuil
Jo DeGusman
Renzo Ferrada
Boris Slager
Roberto Araujo

2. Negotiating Outcomes
Presentation Contents
• Why we chose this book - By Jo
• Chap. 1-2. Types of Negotiations Four key concepts - by
Clarissa
• Chap. 3-4. Four Key Concepts The Nine Steps to a Deal - by
Boris
• Chap. 5-6. Tactics for Getting Off To a Good Start Barriers to
Agreement - by Jo
• Chap. 7-8. Cognitive Traps Skill of Effective Negotiators - by
Renzo
• Chap. 9-10. Tools for Negotiating Outcomes Test Yourself -
by Roberto

3. Negotiating Outcomes
Why This Book...
• Involved Numerous Situations:
A. Work B)Home C) Recreation
• Prepare for, conduct, and close negotiations
• Negotiating and resolving conflict throughout your personal
and professional life
• Negotiation skills among most significant determinants of
career success
• Brief but complete book.

4. Negotiating Outcomes Ch. 1
Types of Negotiations
• Negotiation is the process by with people deal with
their differences
• 2 Types of Negotiations:
• Distributive Negotiation: “Who will claim the most
value?”
• Integrative Negotiation: the goal is of each side to
“create”as much value as possible for itself and for the
other side

5. Negotiating Outcomes Ch. 2
Multiphase and Multiparty
Negotiations
• Multiphase negotiations are implemented over
time in different phase
• Example: Architectural design contract
• In Multiparty negotiations, coalitions or alliances
can form among the parties and influence the
process or outcome
• Coalition: temporary alliance of separate entities
or individuals who join together to seek a
common purpose
• 2 Types of Coalitions:
• Natural Coalition
• Single Issues Coalitions

6. Negotiating Outcomes Ch. 3
Four Key Concepts
• BATNA - Best Alternative To a Negotiated Agreement
• Reservation Price: walk away price
• ZOPA - Zone Of Possible Agreement
• Value Creation Through Trades

7. Negotiating Outcomes Ch. 4
The Nine Steps to a Deal
1. Determine Satisfactory Outcomes
2. Identify opportunities to create value
3. Identify your BATNA and reservation price
4. Improve your BATNA
5. Determine who has authority
6. Study the other side
7. Prepare for flexibility in the process
8. Gather objective criteria to establish fairness

8. Negotiating Outcomes Ch. 5
Negotiation Tactics
• Tactics for getting off a good start
• Tips for establishing the right one
• Tactics for distributive negotiations
• Steps for closing a deal
• Tips for listening actively
• Framing the solution

9. Negotiating Outcomes Ch. 6
Barriers To Agreement
• Die-hard bargainers
• Lack of trust
• Dealing with Saboteurs
• Difference in gender and culture
• Communication problems

10. Negotiating Outcomes Ch. 7
Cognitive Traps
• Irrational Escalation
• Partisan Perception
• Unreasonable Expectation
• Overconfidence
• Unchecked Emotions

11. Negotiating Outcomes Ch. 8
The Skills Of Effective Negotiators
• Align negotiating goals with organizational goals
• Be thoroughly prepared
• Determine the other side’s BATNA and reservation price
• Identify the interests of both sides and develop value-
creating options
• Separate personal issues from negotiating essues
• Develop a reputation for reliability and trustworthiness
• Recognize relationship value

12. Negotiating Outcomes Ch. 9
Tools for Negotiating
Outcomes
• Several Forms to fill out:
• Determining Your Reservation Price
• Assessing the Other Side’s Interests
• Identifying and Improving your BATNA
• Evaluating Your Authority and That of the Other
Side
• Sales Negotiation Planning Form

13. Negotiating Outcomes Ch. 10
Test Yourself
• Multiple Choice Questions
• Answers Provided
Example:
I. Why is it important to know your BATNA before walking
into A. negotiation? you to create value through trades.
a Your BATNA enables
B. Your BATNA determines the point at which you can say no to an unfavorable
proposal. B. Your BATNA determines the point at which
you can say no to an unfavorable proposal.
C. Your BATNA helps you identify when it is advantageous to form a coalition.
D. Because BATNA will always stick-out for friend Robin.

14. Negotiating Outcomes
Skit On Negotiations
• Scene: Business partners go to the “Bank Of Loans”
branch and look to get a business loan. They want to
buy a Bagel Shop. Actual price of the shop is
$80,000.
Cast
• Narrator: Clarissa
• Bank Manager: Boris
• Bank Employee: Renzo
• Business Partner 1: Jo
• Business Partner 2: Roberto

15. THE END
(Autographs will be provided at the end of the class)