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Negotiation
Deciding what resources two (o
more) parties each will give an
in an exchange
Interdependence
Conflict about interdependence
Goal:
Satisfy your own preferences
Your task
Familiarize yourself with:
 the situation
 your role
Decide what you want to achieve
Discuss strategy/tactics
The skill...
From:
To:
The ABCs of Negotiation
Acquire information
 interests vs. positions (the key that unlocks
many doors!)
Find the Biggest pool of resources to share
 “creating” value
Claim your share of that pool of resources
for yourself
 the goal of negotiation is to satisfy your
interests! (“claiming” value)
Find the biggest pool of
resources to share
“Expand the pie” (create value) by:
 making trades that help both sides
Avoid one-issue bargaining
 one issue = can’t both win
 add issues
 fraction issues
Creating Value (Collaboration)
Level of dialogue
not what people want
but why they want it
Creating value means
addressing the other’s underlying
interests by identifying positions
that do more to satisfy both sides
Collaboration
position space (what)
Person A
Interests
(why)
Person B
Interests
(why)
Words to negotiate by...
There’s more than one way
to skin a cat.
You have to spend a buck to
make a buck.
Acquire information
Ask questions
 of them (educate them about interests?)
 of yourself!
 do your homework
Give some information
 invoke reciprocity
Establish a basis for information
sharing
 superordinate goal, shared identity
Claim your share of the
resources for yourself
Compromising is NOT good negotiating!
First advocacy
 play the game in your neighborhood!
Make offers
That satisfy you and may(?) satisfy them
Use Accounts
 “objective criteria” that justify your
position
Negotiation: Conclusions
Is about managing conflict to satisfy
your underlying interests
You don’t get anything until the
other side says, “Yes!”
Two ways for them to say “Yes!”
Give them what they want
Help them want what you give them
Information is key to doing both
3 Foundation exercises
Tanagram: Creating communication channels
to tap the experience/expertise/perspectives of
the workforce
Murder Mystery: Managing those
communication channels to get the best
information
El-Tek: Using that information to create
solutions that satisfy more of everyone’s
underlying interests
A “People-Smart” Manager
Creates and effectively uses
communication channels to draw
out information that makes
decision that satisfy more of
everyone’s – the company’s and
its employees’ – underlying
interests.