Game Plan

1. Game Plan
Course Overview
Introduction to the University of Michigan
The Four-Stage Negotiation Process:
1.0 Prepare: Plan Your Negotiation Strategy
2.0 Negotiate: Use Key Tactics for Success
3.0 Close: Create a Contract
4.0 Perform and Evaluate: Finish the End Game
Apply Your Negotiation Skills: “The House on Elm Street” Negotiation

2. 2.0 Negotiate: Use Key Tactics for Success
2.1 Get to know the other side
2.2 Understand your power
2.3 Use psychological tools—and avoid traps

3. 2.1 Get to know the other side
2.2 Understand your power
2.3 Use psychological tools—and avoid traps
2.0 Negotiate: Use Key Tactics for Success

4. BATNA
= Power
How powerful are they? (Find their BATNA)
Weaken their power (their BATNA)
Improve your power (your BATNA)