Negotiation 101 Part 2Get what you want.Help everyone win.Navigate to victory.

Class 2!Today’s intentions:

Review the framework for effective

negotiation

Introduce you to interest-based

negotiation

ObjectivesDefine interest-based

negotiation How it’s different from basic

negotiation

Hone the elements involved

in long-term negotiation

Figure out ways around

negotiation “walls”

What’s in this for me?

Using negotiation in the

work place and other

long-term relationships

Using techniques beyond

the basics

Being more self-aware

The Negotiation Process

Analysis andResearch Planning

DiscussionDecision

• Interests at stake?• Emotions?• Motivation?• Prior evidence?

• Options?• Responses we anticipate?• Agreement?•Disagreement?

• Criteria?• Equal time?• Create options

• Does the decision improve upon my BATNA?• Another round of the process?• Do we walk away?

How’s Interest-based Negotiation different?

Long-term relationshipsEmphasis on

collaboration and ideasConflict resolutionStart by examining

yourself

Short-term relationshipsMaximize outcome

based on one or few transactions

Start by examining people involved

Basic NegotiationInterest-based Negotiation

Anatomy of Interest Based NegotiationTruthfulnessCollaborative IntentionSelf-Awareness Self-Accountability Negotiating

“True collaboration begins inside the individual and works its way out into organizations.” – Jim Tamm

The Collaborative modelExamine the situation

What problem can I solve? Can we solve together?

Evaluate what your needs areWhat do I need to feel validated?

Respected?Evaluate what you can offer

What can I directly contribute? What are the options we can generate

to serve all interests?Create options without judgment

Collaborative Intention

Self-awareness

Self-accountability

Negotiating

Skill CheckDo we know the difference

between basic negotiation and Interest-based negotiation?

What are the elements of a collaborative model?

Collaborative NegotiationCollaborate ListenCome back with a

new invention

Closing and HomeworkThanks for all the feedback!Will try to schedule one-on-one chats or

catch up via email. Your feedback is invaluable!

Please let me know if I can reciprocate (if you need participants for a training, etc.)

THANK YOU FROM THE BOTTOM OF MY HEART!

We are limited only by our imagination!