Negotiation: its value in changing world
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Understanding how we go about navigating situations in order to make clear what we desire and how to get it, is the basis for the study of becoming better negotiators.
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Negotiation: Its Value in a Changing World
Negotiation is becoming the primary form of decision-making as the world changes. It allows accommodation of diverse interests and reconciliation of desirable and realizable outcomes. Effective negotiation requires communication of vision and mission, building buy-in and commitment through decision-making processes, and managing relationships both hierarchically and through networks. While old models centered on patriarchy, centralization and hierarchy, new models emphasize equality, decentralization, autonomy, and negotiated consensus through compelling reasons and common interests. Negotiation skills apply broadly across family, work, politics, law, trade and more.
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The document provides information about Paul Lim, a lecturer at the Lee Kong Chian School of Business at Singapore Management University. It includes details about his background, areas of expertise, and contact information. The Lee Kong Chian School of Business has over 7,500 undergraduates across 21 majors and over 1,000 masters students in 22 programs. The school has a diverse international faculty of 343 members from 30 different nationalities.
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The document discusses managing organizational change and innovation. It defines organizational change and identifies the key forces driving innovation today. It explains three strategies for changing products and technologies: exploration, cooperation, and entrepreneurship. It also discusses the importance of creativity, idea incubators, horizontal linkages, open innovation, and new venture teams. Finally, it explains that changing people and culture is critical to any change process and defines organizational development and the stages of unfreezing, changing, and refreezing.
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The document discusses organizational change and innovation. It defines organizational change and identifies strategies for changing products and technologies. It explains the importance of creativity, idea incubators, champions, and teams for innovation. Change requires adapting people and culture. Organizational development involves unfreezing current practices, changing to new approaches, and refreezing the changes. Resistance to change comes from self-interest, lack of understanding, and uncertainty. Tactics like communication, education, and participation can overcome resistance.
The Art of Principled Negotiation - Academy Xi THINK
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
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Negotiation: Its Value in a Changing World
Negotiation is becoming the primary form of decision-making as the world changes. It allows accommodation of diverse interests and reconciliation of desirable and realizable outcomes. Effective negotiation requires communication of vision and mission, building buy-in and commitment through decision-making processes, and managing relationships both hierarchically and through networks. While old models centered on patriarchy, centralization and hierarchy, new models emphasize equality, decentralization, autonomy, and negotiated consensus through compelling reasons and common interests. Negotiation skills apply broadly across family, work, politics, law, trade and more.
Value Team Work
This document compares and contrasts business and sports, highlighting both the individualistic nature but also the importance of teamwork. It notes that both rely on ambitious individuals but managing them can be difficult. While competition is fierce, the document emphasizes that true success comes from communication, delegating roles, and having a cohesive team that celebrates both individual and group achievements.
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OilSim is a simulation game that teaches about the oil and gas exploration process. Players take on the role of an exploration team with the goal of maximizing return on investment. The simulation involves bidding on exploration licenses, interpreting seismic data to find prospects, drilling exploration wells, testing any discoveries, and developing oil fields. Players must manage costs, risks, and environmental concerns at each stage of exploration.
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The document discusses organizational change and innovation. It defines organizational change and identifies strategies for changing products and technologies. It explains the importance of creativity, idea incubators, champions, and teams for innovation. Change requires adapting people and culture. Organizational development involves unfreezing current practices, changing to new approaches, and refreezing the changes. Resistance to change comes from self-interest, lack of understanding, and uncertainty. Tactics like communication, education, and participation can overcome resistance.
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All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
Business Valuation Fundamentals
A presentation made by Brent McDade at the 2011 Memphis Bar Association Bench Bar and Boardroom Conference.
The art and skill of negotiation
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
Persuasion &
This document discusses persuasion and attitude change. It notes that people are more likely to trust their own thinking than others' ideas. It suggests that to persuade people, one should reflect their own ideas back to them regarding the topic of persuasion. This causes cognitive dissonance and estrangement from their original attitude, making them more likely to accept the persuasive idea. The key is to make the receiver believe the persuasive idea was their own.
Negotiation
The document provides an overview of negotiation strategies and techniques. It discusses different approaches to negotiation including competitive, cooperative, and collaborative strategies. It also outlines skills needed for negotiation like planning, flexibility, teamwork, managing concessions, observing ethics, and assessing outcomes. The document provides examples of phrases to use during negotiation and guidelines for effective negotiation practices at the starting, during, and closing stages.
Persuasion &
1. People are more likely to be persuaded by ideas they feel they have thought of themselves rather than ideas directly presented by others.
2. To persuade others, one should reflect the target's own ideas back to them and make them feel they have thought of the persuasion idea themselves rather than it being imposed by an outside source.
3. Examples of effective persuasion techniques include asking open-ended questions to understand what the target wants or values, and then reflecting how the persuasion idea fulfills those wants or values to gain the target's support and feeling of ownership over the idea.
Influencing and Negotiation for Entrepreneurs
This document discusses influencing and negotiation strategies. It addresses what influencing and negotiation are, as well as the negotiation process. Some key influencing strategies are listed as reason, friendship, coalition, and higher authority. The stages of negotiation are outlined as prepare, plan, pre-position, prosecute, and pull-out. Hard bargaining, soft bargaining, and principled bargaining are presented as negotiation strategies.
Art of negotiations 1
Presented at the Public Policy Executive program conducted by Strathmore business school in Nairobi, Kenya. August, 2015
Leadership and Communication
Create a compelling vision, communicate that vision and how to translate it into reality. People who cannot invent and reinvent themselves must be content with borrowed postures, secondhand ideas, fitting in instead of standing out.
Negotiation
Negotiation is the process of reaching an agreement by resolving differences. There are two main approaches to negotiation: distributive bargaining which assumes a win-lose situation, and integrative bargaining which aims for a win-win outcome. The negotiation process involves preparation, defining rules, exchanging positions and justifications, bargaining and problem solving, and finalizing an agreement. Key principles of negotiation include establishing an agenda, knowing that everything is negotiable, asking for better deals creatively, and learning to say no. Issues that can arise include biases, personality traits, and ensuring a consultant facilitates rather than dictates solutions. Qualities of a good negotiator are being creative, versatile, motivated, and having the ability to walk
Conflict and negotiation
1. Conflict arises when one party feels another has negatively affected something they care about, such as incompatible goals or different interpretations of facts.
2. Views of conflict have transitioned from seeing it as purely harmful, to recognizing it as natural and sometimes necessary for group performance.
3. Negotiation is an exchange between parties to agree on terms, and can be distributive, seeking to divide a fixed amount, or integrative, creating a win-win solution.
4. Managing conflict effectively requires creating a win-win situation, defusing tensions immediately, and finding opportunities in disputes.
The Mediation Mindset - summary version
Mediation is a voluntary process in which an independent third party assists parties in dispute to find their own solutions. It is confidential, non-binding unless both parties agree, and helps equalize power imbalances between the parties. Mediators are independent, unbiased, and non-judgmental, and help parties explore options to find creative solutions neither party previously considered. Mediation allows parties to arrive at flexible, collaborative agreements they feel invested in, avoiding the expense and lack of input of court-imposed solutions. It works best when parties have open minds and do not feel they must prove blame or win at all costs. Around 80% of mediations result in settlement.
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This document outlines the objectives and topics covered in a course on thinking like an entrepreneur. The course aims to help students assess their potential and skills for entrepreneurship, generate new business ideas by identifying trends and utilizing creative thinking techniques, evaluate the pros and cons of self-employment, and develop entrepreneurial skills. It also discusses protecting ideas, running a business, marketing, financing, and bringing new products to market.
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Getting to Shi
This document outlines the principles of principled negotiation, which is designed to reach agreements in a way that satisfies interests and builds relationships. It discusses analyzing interests, generating multiple options for mutual gain, and agreeing on objective standards to evaluate options. The key aspects are separating people from problems, focusing on interests not positions, inventing options for mutual benefit, and basing the result on objective criteria rather than wills of the parties.
Building a Buyer and Cash Buyer List
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Building Negotiations Skills
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
Become a Better Negotiator: Getting Past No
A generation ago decisions were made hierarchically
People at the top gave the orders and the people on the bottom simply followed them.
That is changing: in family, work, politics negotiation is becoming the preeminent form of decision making.
The direction of one's life and influence is becoming more participatory.
Bargaining
The document discusses bargaining as a process of negotiation between two or more parties where each aims to reach an agreement beneficial to their own interests, provides an overview of different theories around bargaining approaches and factors, and offers tips for effective bargaining such as being prepared, having fun, smiling, and being willing to walk away if a reasonable price cannot be agreed upon.
Empower Yourself: Negotiate for the User (Carol Smith)
Carol Smith presented on negotiating for users. She emphasized preparing with research on the other parties, focusing on shared interests rather than positions, and inventing multiple options. Having a strong best alternative to a negotiated agreement (BATNA) gives more power in negotiations. Smith provided examples of negotiations and how preparing one's BATNA can lead to better outcomes for both business goals and user experience.
Empower Yourself: Negotiate For The User - UserFocus 2012
Carol Smith presented on negotiating for users. She emphasized preparing with research on the other parties, focusing on shared interests rather than positions, and inventing multiple options. Having a strong best alternative to a negotiated agreement (BATNA) gives more power in negotiations. Smith provided examples of negotiations and highlighted remembering your BATNA, finding compromises, and practicing negotiations.
Ideas to Enhance Your Creativity
The document discusses principles for making ideas sticky, including simplicity, unexpectedness, concreteness, credibility, emotions, and stories. It also discusses creativity as a way of operating rather than a talent, and encourages persistent thinking to allow unconscious ideas to emerge. The document promotes play, whacks on the side of the head to stimulate creativity, and stealing ideas from others to then make your own in a process of mixing and matching to free your mind.
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A presentation made by Brent McDade at the 2011 Memphis Bar Association Bench Bar and Boardroom Conference.
The art and skill of negotiation
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
Persuasion &
This document discusses persuasion and attitude change. It notes that people are more likely to trust their own thinking than others' ideas. It suggests that to persuade people, one should reflect their own ideas back to them regarding the topic of persuasion. This causes cognitive dissonance and estrangement from their original attitude, making them more likely to accept the persuasive idea. The key is to make the receiver believe the persuasive idea was their own.
Negotiation
The document provides an overview of negotiation strategies and techniques. It discusses different approaches to negotiation including competitive, cooperative, and collaborative strategies. It also outlines skills needed for negotiation like planning, flexibility, teamwork, managing concessions, observing ethics, and assessing outcomes. The document provides examples of phrases to use during negotiation and guidelines for effective negotiation practices at the starting, during, and closing stages.
Persuasion &
1. People are more likely to be persuaded by ideas they feel they have thought of themselves rather than ideas directly presented by others.
2. To persuade others, one should reflect the target's own ideas back to them and make them feel they have thought of the persuasion idea themselves rather than it being imposed by an outside source.
3. Examples of effective persuasion techniques include asking open-ended questions to understand what the target wants or values, and then reflecting how the persuasion idea fulfills those wants or values to gain the target's support and feeling of ownership over the idea.
Influencing and Negotiation for Entrepreneurs
This document discusses influencing and negotiation strategies. It addresses what influencing and negotiation are, as well as the negotiation process. Some key influencing strategies are listed as reason, friendship, coalition, and higher authority. The stages of negotiation are outlined as prepare, plan, pre-position, prosecute, and pull-out. Hard bargaining, soft bargaining, and principled bargaining are presented as negotiation strategies.
Art of negotiations 1
Presented at the Public Policy Executive program conducted by Strathmore business school in Nairobi, Kenya. August, 2015
Leadership and Communication
Create a compelling vision, communicate that vision and how to translate it into reality. People who cannot invent and reinvent themselves must be content with borrowed postures, secondhand ideas, fitting in instead of standing out.
Negotiation
Negotiation is the process of reaching an agreement by resolving differences. There are two main approaches to negotiation: distributive bargaining which assumes a win-lose situation, and integrative bargaining which aims for a win-win outcome. The negotiation process involves preparation, defining rules, exchanging positions and justifications, bargaining and problem solving, and finalizing an agreement. Key principles of negotiation include establishing an agenda, knowing that everything is negotiable, asking for better deals creatively, and learning to say no. Issues that can arise include biases, personality traits, and ensuring a consultant facilitates rather than dictates solutions. Qualities of a good negotiator are being creative, versatile, motivated, and having the ability to walk
Conflict and negotiation
1. Conflict arises when one party feels another has negatively affected something they care about, such as incompatible goals or different interpretations of facts.
2. Views of conflict have transitioned from seeing it as purely harmful, to recognizing it as natural and sometimes necessary for group performance.
3. Negotiation is an exchange between parties to agree on terms, and can be distributive, seeking to divide a fixed amount, or integrative, creating a win-win solution.
4. Managing conflict effectively requires creating a win-win situation, defusing tensions immediately, and finding opportunities in disputes.
The Mediation Mindset - summary version
Mediation is a voluntary process in which an independent third party assists parties in dispute to find their own solutions. It is confidential, non-binding unless both parties agree, and helps equalize power imbalances between the parties. Mediators are independent, unbiased, and non-judgmental, and help parties explore options to find creative solutions neither party previously considered. Mediation allows parties to arrive at flexible, collaborative agreements they feel invested in, avoiding the expense and lack of input of court-imposed solutions. It works best when parties have open minds and do not feel they must prove blame or win at all costs. Around 80% of mediations result in settlement.
Think like an entrepreneur
This document outlines the objectives and topics covered in a course on thinking like an entrepreneur. The course aims to help students assess their potential and skills for entrepreneurship, generate new business ideas by identifying trends and utilizing creative thinking techniques, evaluate the pros and cons of self-employment, and develop entrepreneurial skills. It also discusses protecting ideas, running a business, marketing, financing, and bringing new products to market.
Buyer presentation
Blair Humes is a real estate broker and owner of BDH Realty who works throughout the Kitsap Peninsula. He has diverse background in business, construction, travel, and has lived in Western WA since 1992. As a broker, he is dedicated to helping first time home buyers and works with a team to provide home buyer education seminars. Whether a first time buyer, current owner, or investor, Blair aims to be a knowledgeable local expert and guide clients through the entire real estate process.
Getting to Shi
This document outlines the principles of principled negotiation, which is designed to reach agreements in a way that satisfies interests and builds relationships. It discusses analyzing interests, generating multiple options for mutual gain, and agreeing on objective standards to evaluate options. The key aspects are separating people from problems, focusing on interests not positions, inventing options for mutual benefit, and basing the result on objective criteria rather than wills of the parties.
Building a Buyer and Cash Buyer List
This is support and reinforcement of the 3 Day Fundamentals Real Estate Workshop. It includes many tips and tricks for building a buyer and cash buyer list.
Building Negotiations Skills
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
Become a Better Negotiator: Getting Past No
A generation ago decisions were made hierarchically
People at the top gave the orders and the people on the bottom simply followed them.
That is changing: in family, work, politics negotiation is becoming the preeminent form of decision making.
The direction of one's life and influence is becoming more participatory.
Bargaining
The document discusses bargaining as a process of negotiation between two or more parties where each aims to reach an agreement beneficial to their own interests, provides an overview of different theories around bargaining approaches and factors, and offers tips for effective bargaining such as being prepared, having fun, smiling, and being willing to walk away if a reasonable price cannot be agreed upon.
Empower Yourself: Negotiate for the User (Carol Smith)
Carol Smith presented on negotiating for users. She emphasized preparing with research on the other parties, focusing on shared interests rather than positions, and inventing multiple options. Having a strong best alternative to a negotiated agreement (BATNA) gives more power in negotiations. Smith provided examples of negotiations and how preparing one's BATNA can lead to better outcomes for both business goals and user experience.
Empower Yourself: Negotiate For The User - UserFocus 2012
Carol Smith presented on negotiating for users. She emphasized preparing with research on the other parties, focusing on shared interests rather than positions, and inventing multiple options. Having a strong best alternative to a negotiated agreement (BATNA) gives more power in negotiations. Smith provided examples of negotiations and highlighted remembering your BATNA, finding compromises, and practicing negotiations.
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Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Building Your Employer Brand with Social Media
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
The effects of customers service quality and online reviews on customer loyal...
The effects of customers service quality and online reviews on customer loyal...balatucanapplelovely
Research Evgen Osmak: Methods of key project parameters estimation: from the shaman-in...
Evgen Osmak: Methods of key project parameters estimation: from the shaman-inspired to the data-driven praxis (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Mastering B2B Payments Webinar from BlueSnap
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
-- June 2024 is National Volunteer Month --
Check out our June display of books on voluntary organisations
Creative Web Design Company in Singapore
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Industrial Tech SW: Category Renewal and Creation
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
LA HUG - Video Testimonials with Chynna Morgan - June 2024
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership at Agile Tour Geneve 2024
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Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
The effects of customers service quality and online reviews on customer loyal...
The effects of customers service quality and online reviews on customer loyal...
Evgen Osmak: Methods of key project parameters estimation: from the shaman-in...
Evgen Osmak: Methods of key project parameters estimation: from the shaman-in...
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
LA HUG - Video Testimonials with Chynna Morgan - June 2024
LA HUG - Video Testimonials with Chynna Morgan - June 2024
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership Agile Tour Geneve 2024
Negotiation: its value in changing world
- 1. Negotiation Its value in a changing world
- 2. Negotiation • The preeminent form of making decisions.
- 3. Leadership and Management • As the world changes, negotiation is becoming the primary form of decision-making. – John Naisbitt and Patricia Aburdene – Co-authors of Megatrends 2000
- 4. Management & Leadership • Communicate – Vision – Mission • Decision Making – Buy in – Commitment • Negotiate
- 5. Decision Structure Old • Patriarchy • Centralized • Autocracy • Hierarchy • Dictate New • Equality • De-centralized • Autonomy • Flat/Networks • Negotiate
- 9. Iterative
- 10. Buy in
- 11. Common Interests
- 12. BATNA
- 13. Domains • Family • Work – Transactions – Deal making – M&A • Politics • Law and legal disputes • Trade • International Relations • Diplomacy
- 14. Hierarchy • Top down decision making • Boss dictates • Rule based • Managing: – Up – Down – Laterally
- 15. Networked • Cooperation • Buy in • Management by agreement • Managing: – Up – Down – Laterally • Vision/Mission • Negotiation
- 16. It is a question of Power • And influence • From your perspective, in your life situations and encounters: how do you meet your needs and self interests and those you are aligned with – Family – Friends – Company
- 17. Past life • In a past life I must have been a king, because I like it when people do as I say and want. • Hierarchical approach
- 18. We are all Negotiators • Sell or buy: – a bicycle – Apartment • Where to go: – to dinner – Vacation • What movie to watch • Salary
- 19. Global
- 20. Pick a Negotiation • From history • From current events • Business • International relations • Trade • Arbitrated • Legal • UN WTO
- 21. Analyze • Expand the options • Might there be a better agreement that was not explored or achieved? • Zero Sum Games
- 23. Explore & Expand Options • All ships rise on a rising tide • Slices of a bigger pie • What are the interests of both sides?
- 24. John Cousins jjcousins@gmail.com @jjcousins