1. 1 Human Resource Management 2 Negotiating and Bargaining - review Nick Kinnie

2. 2 Objectives To recall the key negotiating processes and tactics To discuss a series of key themes arising from the practical exercises To begin to understand what factors influenced the outcomes of the exercises To identify some of the key lessons for practice

3. 3 Method Pick out key themes which are central to the effectiveness of negotiating Draw on the comparative experience of all three role play groups Illustrate these points by reference to the group in the studio Reflect on the key learning points

4. 4 Key themes for discussions Preparations Role of the agenda Distributive bargaining Tactics and use of evidence Adjournments Integrative bargaining Managing internal differences Informal bargaining Shaping inter-group attitudes

5. 5 Negotiating – thematic analysis 123 Preparations Agenda Distributive bargaining Tactics and use of evidence Adjournments

6. 6 Negotiating – thematic analysis 123 Integrative bargaining Internal differences Informal bargaining Attitudinal structuring

7. 7 What did you do well?

8. 8 What would you do differently?

9. 9 Successful Negotiators’ Planning

10. 10 Skilled Negotiators’ Behaviour