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Program Objectives
 Understand what negotiations are all about.
 Choose a strategy to effectively negotiate.
 Learn the range of negotiation approaches
and their results based on your
interactions.
 Plan for a negotiation session.
 Use communication techniques to avert
potential conflicts.

 Practice your general negotiation

techniques.
 A
Challenge
Please Write a One Sentence
Definition of
N E G O T I A T I O N.
Defining Negotiation

 Negotiation is getting
what you want from the
other person -- no matter
what.

 We all know how bargaining

works. You ask for a lot, and
wind up settling for something
in the middle.
Defining
Negotiation
 Negotiation is an attempted
trade-off between getting
what you want and getting
along with people.
 Negotiation is a discussion between
people, with the goal of reaching an
agreement on issues, and separating
the parties when neither party has the
power to get its way.
Negotiation
Questions
What aspects of the negotiation will
indicate it is proceeding well or
poorly?
What will tell you that it is time to
caucus?
What signs will you use to decide
when a change in negotiators is
necessary?
What constitutes a "successful"
negotiation?
Will you marry me?
Mother and Child
Political rally
Retail Sales Counter
Negotiation --
Remember
“Two elements are essential:
Reasonableness and
Flexibility.”
The Basic Components

1. Preparation

2. Objectivity

3. Strategy

4. Technique
 Basic
Components
1. Preparation:
Prepare for negotiation if you want
to succeed.

2. Objectivity:
Assess your strengths, weaknesses,
and goals. Successful negotiators
make a point to "accentuate the
positive."
 Basic
Components
 3. Strategy:
Plan a realistic course of action
based on sound preparation and
objective appraisal of resources.

4. Technique:
Combine a wide range of skills;
draw on experience and self-
discipline.