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©American Management Association. All rights reserved | Updated

©American Management Association. All rights reserved. Agenda Module 1: What is Negotiation? Module 2: Planning Your Negotiation Module 3: Negotiation Format Action Plan and Evaluations 2

©American Management Association. All rights reserved. Module 1: What is Negotiation? At the end of this module, you will be better able to: Describe the difference between distributive and collaborative negotiations. Choose a negotiation approach based on your desired outcome. Understand the elements of planning a negotiation. 3

©American Management Association. All rights reserved. Basic Concepts of Negotiation 4

©American Management Association. All rights reserved. Two Types: Distributive– meeting the needs of one party Collaborative– meeting the needs of both parties Approaches to Negotiation 5

©American Management Association. All rights reserved. Possible Negotiation Outcomes Lose/Lose Lose/Win or Win/Lose Win/Win No Outcome 6

©American Management Association. All rights reserved. Module 2: Planning Your Negotiation At the end of this module, you will be better able to: Understand what you must be willing to “give” in order to “take” from a negotiation. Identify the stages of negotiation. Describe the different types of questions and identify when to use each type. 7

©American Management Association. All rights reserved. Planning Your Negotiation There must be willingness to: Learn the perspective of the other party. Problem solve conflicting interests or needs. Choose an agreement that adds value for both parties. 8

©American Management Association. All rights reserved. Identifying the Situation Objectives – uncovering the “Why?” Interests/Issues – reasoning for the “Why?” Stakeholders – anyone who will be impacted Resistance – anticipation of barriers 9

©American Management Association. All rights reserved. Understanding the Situation Three Types of Questions: 1.Open 2.Probing 3.Closed 10

©American Management Association. All rights reserved. What can I/we offer or contribute? What can they offer or contribute? What are some opportunities for mutual gain and collaboration? Generating Alternative Solutions 11

©American Management Association. All rights reserved. Does this agreement meet my and their objectives? Does this agreement meet the interests of both parties? Does this agreement maintain or strengthen the relationship for future negotiations? 12 Reaching an Agreement

©American Management Association. All rights reserved. Module 3: Negotiation Format At the end of this module, you will be better able to: Choose a location that is most beneficial for in- person negotiations. Identify the format that is best suited for your negotiations. Hold more effective telephone and negotiations. 13

©American Management Association. All rights reserved. In-Person Body language Command attention Build relationships Location–Home-field advantage! Choosing Your Negotiation Format 14

©American Management Association. All rights reserved. Listen well Use a buffer when needed Take notes Avoid being pressured Have a checklist ready Negotiating over the Telephone 15

©American Management Association. All rights reserved. Useful for fact-finding, agendas and summaries Least useful for problem-solving Negotiations 16

©American Management Association. All rights reserved. 17