Preparing for a Negotiaton
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Transcript of Preparing for a Negotiaton
PREPARING FOR A NEGOTIATON
John D. [email protected]
• INTERESTS
• UNDERSTANDING
• RESOLUTION
Preparing for a Negotiation
7 Interest Questions
1List and prioritize
your interests
2List and prioritize
their interests
3Define methods of cooperation
4Specify areas of common ground
5Identity areas of
difference
6Specify objective
criteria
7Describe an ideal
agreement
2Explain shifts in
perceptions
3Describe initial feelings
1Describe initial perceptions
4Explain process of changed feelings
4 Understandings
1. Bridge alternative perceptions with evidence
2. Anticipate emotional triggers
3. Compare your short term emotional return to long term financial gain
4. Specify next best alternative (solution) to the problem
5. Prioritize alternatives
6. Get educated on potential issues
7. List consequences of no agreement
8. Create two settlement agreements
9. Describe value and role of a neutral
9 Steps to Resolution
LexIkon Learning from the Future