Today’s Presenter - Jim Bergman © 2009 Commitment Management, Inc. All Rights Reserved Outrageous Positional Negotiations Welcome

Today’s Presenter - Jim Bergman Agenda What is Positional Negotiations? Outrageous Behavior and Demands Addressing Through Effective Counter-tactics Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman CMI Daily – Outrageous Positional Negotiation 3

Today’s Presenter - Jim Bergman What is Positional Negotiations? Stated, Heard and Not Conceded Strategy - Your Position Little Concern For The Other Party, The Relationship Requires Disparate Power Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman Contrast To Principle Based Negotiations Across The Table – Rub Elbows Adverse Objectives – Shared Objectives Scorecard – White Board What – Why Allocation – Mitigation/Elimination Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman Outrageous Behavior and Demands Is There A Free Lunch? Who Is Getting Clipped? A Scene From A Bad Movie Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman Effective Counter-Tactics Is There A Free Lunch? Authority Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman Effective Counter-Tactics Who Is Getting Clipped? “You want me to work for free?” Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman Effective Counter-Tactics A Scene From A Bad Movie Options Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman We Need To: Be Effective At Both Positional And Principle-Based Understand Which Approach The Other Party Is Taking Realize The Pros And Cons Of Both Anticipate Tactics and Counter-Tactics Take Every Day Instances and Apply Them To Our Professional Roles Outrageous Positional Negotiations

Today’s Presenter - Jim Bergman © 2009 Commitment Management, Inc. All Rights Reserved Questions? Outrageous Positional Negotiations