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: Achieve Positive Results
Apply Your Negotiation Skills: “The “House on Elm Street” Negotiation
2. 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
3. Conversational Intelligence
• Avoid your favorite topic—or else you’ll probably talk too
much.
• Ask a lot of questions. People love to talk about themselves
and often will think you are a great conversationalist if you
talk about them….
• Listening is crucial. Dan Nainan, 32, a comedian from
Manhattan, has learned to summarize what the other person
says. (“So you think that…” or “So what you’re saying is….”)
“A conversation can go on indefinitely if you do this,” he says.
“The Hidden Benefits of Chitchat,” Wall Street Journal, Aug. 13, 2013
