The Art of Negotiation Classroom is not a very negotiable place, and then we get into the workplace and are just “but how and what am I supposed to do with this”

Story Time! What is negotiation? What does it consist of? Who is happy at the end? What are some things you have negotiated for? With who? How did their personality affect things? What was the outcome?

Before the Negotiation Identify negotiables Identify your ranges Find your style Have your details/support “Facts are friends!” BATNA Best alternative to a negotiated agreement Changes dynamically ZOPA Zone of possible agreement

During The Negotiation Professional exchange Professional- limit emotions You have give or take If they start attacking you, don’t go to their level Its business, its business, its business Go to the balcony Stick by what you say If you say you’re going to quit you have to “Be relentlessly pleasant”

After the Negotiation When you get back to your computer, write down what happened. What they said, what you maybe agreed to Act on what was agreed Make a new plan, go look up more info

Alignment chart

Competing Look out for your own needs “I win, you lose” Accommodating Give the other party what they want, hopefully they will remember that you did this in the future “I lose, you win” Compromising There is loss, but it is better to compromise than get nothing at all “I lose/win some, you lose/win some Avoiding Passive aggressively avoiding the confrontation “I lose, you lose” Collaboration Everyone works together and there’s compromise, but with better results than before “I win, you win”

Practice! To see the different styles and which ones are effective 4 minutes to negotiate to a resolution The problem: where is your group going to eat

Practice! Who is happy with what you agreed on What style do the happy people have What were all the styles What would have been helpful What styles were most frustrating How angry did you get?