The document discusses negotiation strategies, emphasizing the importance of preparation and understanding underlying preferences for effective outcomes. It outlines various negotiation types, strategies for collaboration, and the necessity of information gathering and sharing. Worksheets are included to help users prepare for negotiations and identify key issues and outcomes.

1. Negotiation: It’s Even
More Powerful Than
You Think
TerriGriffith #PIM
The Plugged-In Manager
ThePluggedInManager.com

2. Conflict Management
Broad Definition….
Broad Use….

3. Worksheet
“Describe your last negotiation in
outline form”
What were the key aspects of the
negotiation?

4. Developing a Language

5. Haggle

6. Sides of the table…

7. Negotiation: Deciding what
resources parties each will
give and take in an exchange

9. Preparation Leads to Better Deals
TerriGriffith.com/blo

10. New Hire

11. Types of Issues
Distributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Diff Values

12. http://www.flickr.com/photos/toffehoff/244870162

15. Strategies
Collaborate/
Accommodate
Integrate
What the
Other Party Compromise
Wants
Avoid Compete
What I Want

16. Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.

17. Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just tug of war
– Identifying/creating value

18. Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals – super congruent
issues
Make offers - packaging

20. Creating Value by…
+
Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us

21. Creating Value by…

22. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own

23. Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more value in the
negotiation.

24. Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainstorm about before your first meeting
about a negotiation?
TerriGriffith.com/blo

25. Best
Alternative to
The
Negotiated
Agreement

26. Why do you need to know
your BATNA?

27. Preparation
Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3 TerriGriffith.com/blo

28. Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics for gathering
information from the stakeholders to a
negotiation:

29. -10 0 +10