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:

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