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

2. 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

3. 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

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

5. 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

6. Dialogue as a Condition for Successful Negotiation Mutual meaning Respect Purpose

7. 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