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Negotiation for Mutual Gain

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The document outlines an agenda for a negotiation workshop. It discusses two approaches to negotiation: position-based negotiation and principle-based negotiation. Position-based negotiation involves locking into a position and can damage relationships, while principle-based negotiation focuses on interests, not positions, inventing options for mutual gain, and using objective criteria. The workshop then provides examples of strategies and tactics for single-issue and multiple-issue negotiations.

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Negotiation Workshop Steven A. Gedeon, PhD, MBA, PEng [email_address]
18 Core CEO Competencies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Negotiation Workshop ย  ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย 
Todayโ€™s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Position Based Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Principle Based Negotiation ,[object Object],[object Object],[object Object],[object Object],Based on โ€œGetting to Yesโ€ Fisher & Ury
Separate the People from the Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Focus on Interests, Not Positions ,[object Object],[object Object],[object Object],[object Object]
Invent Options for Mutual Gain ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Insist on Using Objective Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object]
Basic Strategy ,[object Object]
Basic Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object]
Single-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Acquisition Price Acquisition Agreement
Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Getting Information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Multiple-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Investment Term Sheet

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Negotiation for Mutual Gain

  • 1. Negotiation Workshop Steven A. Gedeon, PhD, MBA, PEng [email_address]
  • 2.
  • 3. Negotiation Workshop ย  ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย ย 
  • 4.
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  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13. Single-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Acquisition Price Acquisition Agreement
  • 14.
  • 15.
  • 16.
  • 17.
  • 18. Multiple-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Investment Term Sheet