Learn how to prepare and conduct negotiations!
Learn from the masters:
Getting to Yes, Fischer and Ury
Getting More, Stuart Diamond
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2. Principles for Win-
Win Negotiations
Roger Fisher and
William Ury
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3. SSeparatte peoplle ffrom tthhe probbllem
Focus events behaviors rather than the
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on or parties involved.
4. FFocus on iintterestts, nott posiittiions
DDoo nnoott ttaakkee aa ppoossiittiioonn aanndd ddeeffeenndd iitt oorr bbuutt ttoo ffooccuuss oonn tthhee iinntteerreesstt bbeehhiinndd tthhee ppoossiittiioonn
bbaarrggaaiinn ffoorr iitt
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6. TThhe chhoiice off obbjjecttiive criitteriia
Try to Negotiations for Conflict Management
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identify measurable ways to http://assess the #WikiCourses.value WikiCourses
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7. IIddenttiiffy your BBAATTNNAA
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8. Getting More
SSttuuaarrtt DDiiaammoonndd
Crown Publishing Group, 2012
ISBN: 0307716902
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9. The Twelve Strateggies
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10. Goals are paramount
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11. It's about them!
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12. Make emotional payments
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13. Every situation is different
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14. Incremental is best
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15. Trade things you value unequally
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16. FFiinndd tthheeiirr
standards
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17. Be transparent and constructive - not manipulative
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18. Always communicate - Frame the vision
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19. Find the real problem and make it an opportunity
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23. CConddiittiions off NNegottiiattiion
You are willing Other Party is
and Able to
Negotiate
willing and
Able to Negotiate
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24. SStteepp 11
Define the conflict issue (What and Why)
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25. SStteepp 22
Identify and evaluate your goals
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26. WWhhy ddo II wantt tto resollve tthhiis confflliictt??
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27. WWhhatt iis a goodd resolluttiion ffor me??
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28. HHooww iimmppoorrttaanntt iiss iitt ttoo mmee tthhaatt II rreeaacchh tthhiiss
resolution?
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29. HHow ddo II wantt tto bbe viiewedd bby tthhe otthher partty??
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30. HHooww ddooeess tthhiiss ssiittuuaattiioonn aaffffeecctt tthhee wwaayy II vviieeww
myself?
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31. SStteepp 33
Do you want to resolve the issue by negotiating?
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32. CConsiidder tthhe ddegree off iintterddependdence
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33. CCoonnssiiddeerr yyoouurr lleevveerraaggee
The ability to influence the other side to move closer to one's negotiating position
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34. CConsiidder tthhe conttextt off tthhe pottenttiiall negottiiattiion
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35. CConsiidder tthhe natture off your rellattiionshhiip
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36. CConsiidder tthhe riiskks off iinttrodduciing tthhe iissue
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38. SStteepp 44
Arrange a meeting with the other party
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40. SStteepp 55
Conduct the meeting
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41. SStteepp 66
Make a contract
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42. TThhe conttractt mustt bbe cllear
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43. TThhee ccoonnttrraacctt mmuusstt aaddddrreessss vvoolluunnttaarryy bbeehhaavviioorr
from the present forward
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44. TThhe conttractt mustt bbe an unequiivocall agreementt
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45. SStteepp 77
Follow through on the contract
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46. PPaayy aatttteennttiioonn ttoo tthhee ootthheerr ppaarrttyy ccoommpplliiaannccee wwiitthh
the agreement
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47. IIff tthhee ootthheerr ppaarrttyy iiss iinn ccoommpplliiaannccee,, yyoouu sshhoouulldd
express your appreciation
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48. IIff tthhee ootthheerr ppaarrttyy iiss nnoott ffoolllloowwiinngg tthhee aaggrreeeemmeenntt,,
you should arrange another meeting
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