1. Get what you want.
Help everyone win.
Navigate to victory.

2. Class 2!
Today’s intentions:
 Review the framework for effective
negotiation
 Introduce you to interest-based
negotiation

3. Objectives
 Define interest-based
negotiation
 How it’s different from basic
negotiation
 Hone the elements involved in
long-term negotiation
 Figure out ways around
negotiation “walls”

4. What’s in this for me?
 Using negotiation in the
work place and other long-
term relationships
 Using techniques beyond
the basics
 Being more self-aware

5. The Negotiation Process
• Interests at stake? • Options?
• Emotions? Analysis and • Responses we
• Motivation? anticipate?
• Prior evidence?
Research Planning
• Agreement?
•Disagreement?
• Does the
decision improve
upon my BATNA? Discussion
• Another round
Decision
• Criteria?
of the process? • Equal time?
• Do we walk • Create options
away?

6. How’s Interest-based Negotiation
different?
Interest-based
Basic Negotiation Negotiation
 Short-term relationships  Long-term relationships
 Maximize outcome based  Emphasis on
on one or few collaboration and ideas
transactions  Conflict resolution
 Start by examining  Start by examining
people involved yourself

7. Anatomy of Interest Based Negotiation
 Truthfulness
 Collaborative Intention
 Self-Awareness
 Self-Accountability
 Negotiating
“True collaboration begins
inside the individual and
works its way out into
organizations.” – Jim Tamm

8. The Collaborative model
 Examine the situation
Collaborative  What problem can I solve? Can we solve
Intention together?
 Evaluate what your needs are
Self-  What do I need to feel validated?
awareness Respected?
 Evaluate what you can offer
Self-  What can I directly contribute?
accountability  What are the options we can generate
to serve all interests?
Negotiating  Create options without judgment

9. Skill Check
 Do we know the difference
between basic negotiation and
Interest-based negotiation?
 What are the elements of a
collaborative model?

10. Collaborative Negotiation
 Collaborate
 Listen
 Come back with a
new invention

11. Closing and Homework
 Thanks for all the feedback!
 Will try to schedule one-on-one chats or
catch up via email. Your feedback is
invaluable!
 Please let me know if I can reciprocate (if
you need participants for a training, etc.)
 THANK YOU FROM THE BOTTOM OF MY
HEART!
We are limited only by our
imagination!