negotiation & conflict management
DESCRIPTION
These are the base slides (no case or exercise answers) for a short session on negotiation tools and techniques.TRANSCRIPT
- 1. Negotiation: Its EvenMore Powerful Than You Think TerriGriffith #PIM The Plugged-In Manager ThePluggedInManager.com
- 2. Conflict Management Broad Definition. Broad Use.
- 3. WorksheetDescribe your last negotiation in outline formWhat were the key aspects of the negotiation?
- 4. Developing a Language
- 5. Haggle
- 6. Sides of the table
- 7. Negotiation: Deciding what resources parties each willgive and take in an exchange
- 8. Preparation Leads to Better Deals TerriGriffith.com/blo
- 9. New Hire
- 10. Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
- 11. http://www.flickr.com/photos/toffehoff/244870162
- 12. Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
- 13. Worksheet5. __________ only gets you ______ of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
- 14. Two Tasks1. Getting Information Not just positions Underlying preferences, priorities2. Using Information Not just tug of war Identifying/creating value
- 15. Information SharingAsk questions but why should they tell you?Give information reciprocityFind superordinate goals super congruent issuesMake offers - packaging
- 16. Creating Value by +Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
- 17. Creating Value by
- 18. Not what people want, butwhy they want it and finding ways to address underlying preferences/priorities that satisfy your own
- 19. Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
- 20. Worksheet1. Preparation for negotiation is trivial or involved?2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation? TerriGriffith.com/blo
- 21. BestAlternative toTheNegotiatedAgreement
- 22. Why do you need to know your BATNA?
- 23. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3 TerriGriffith.com/blo
- 24. Worksheet3. When you have time, what is the agenda for your first negotiation meeting?4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
- 25. -10 0 +10