This document discusses the negotiation process. It begins by asking what is negotiated - the answer is people. It discusses the interests, motivations, fears and concerns people bring to negotiations. It then lists some common mistakes in negotiations such as forgetting invisible issues and making premature commitments. The document outlines some key negotiation skills like understanding interests. It concludes that a good negotiation process satisfies all interests, produces the best decision, and has clear commitments, and that negotiation is ultimately about people.

1. Course:
Management
Negotiation
Process
What do we negotiate?
Nestor F. Santos
nestorfa@buffalo.edu

2. Negotiation Process
1. What do we negotiate?
2. Mistakes during negotiations
3. Negotiation Skills
4. Conclusion

3. Negotiation Process
1. What do we negotiate?
Governments?
Agencies? PEOPLE
Big Business, small?
Cities?
Photographer: Rob Melnychuk
From: www.gettyimages.com

4. Negotiation Process
Interests
Motivations
Fears
Tricks
Family
Religious
Feelings
Concerns
From: www.gettyimages.com

5. Negotiation Process
2. Mistakes during negotiation
1. Choosing instead to sum
2. Forget the invisible issues involved
3. Do not give importance to legitimacy
(Justice, legality, equity)
4. Premature commitments
5. Assume that we must choose between
relationship and substance

6. Negotiation Process
3. Negotiation Skills
INTERESTS
INTERESTS

7. Negotiation Process
4. Conclusion
1. A good negotiation´s process should:
1. Satisfies the interests at maximum
2. The final decission It´s the best option
3. The commitments are clear and
operational
2. The process it´s always about People