1. Four emotional realities
Other people cannot...
Anger you
...you make yourself mad
Depress you
...you make yourself sad
Offend you
...you take offence
Hurt your feelings
...your thoughts about the situation create your own
bad feelings

2. Five ways to get past ‘no’
Don’t react, go to the balcony
Disarm them: go to their side
Change the game: don’t reject…reframe
Make it easy to say yes, build a golden bridge
Make it hard to say no, bring them to their
senses not their knees
Source: William Ury

3. Five traps to be wary of when negotiating
Irrational escalation
Partisan perception
Unreasonable expectations
Overconfidence
Unchecked emotions

4. Five ways to handle conflict
Competing assertive and unco-operative
Collaborating assertive and co-operative
Avoiding unassertive and unco-operative
Accommodating unassertive and co-operative
Compromising mid-point on both dimensions
Source: Robert Blake

5. Source: Ury and Fisher Six parts to a BATNA B est A lternative T o
N egotiated
A greement
Source: Ury and Fisher

6. Six things really good negotiators do well
Consider the context
Build relationships
Commit explicitly to honesty and openness
Negotiate in person
Deal with the principal
Trust, but verify
Source: Roy Lewicki

7. Eight pros and cons of conflict
Clears the air
Introduces new rules
Modifies goals
Clarifies positions
On the other hand…
Waste of time and energy
Emotional stress and organisational stress
Risks
Worsened relations

8. Eight things negotiators can do...
Say ‘no’ effectively
Inspire confidence
Be ingenious
‘Take it’ without negative reactions
Be a patient listener
Have a sense of humour
See the wider context - the wider picture
Articulate complex issues clearly and concisely
From: Bruce Morse
Source: Butz & Goodstein