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Presentation transcript:

Good Afternoon Please hand in your deliverable to Brye when she arrives. Thanks.

Continuing with the Broker Role … within the Open Systems Model The political skills to represent your unit or organization –To get the resources you need

Learning Goals Apply the 3 conditions of dialogue and 4 principles for getting to Yes to real- life negotiation situations Use these concepts to negotiate more successfully

Agenda Discuss personal experiences Review dialogue and ‘getting to yes’ Find a bargain! Debrief

Thursday Q-Sort Technique exercise No new lecture Will build more on 3 conditions of dialogue and 4 principles of getting to yes Homework is to prepare your individual priorities

Dialogue as a Condition for Successful Negotiation Mutual meaning Respect Purpose

4 Principles for Getting to “Yes” Separate the people from the problem Focus on interests, not positions Generate a variety of possibilities before deciding what to do Use objective standards