1. Week 3

2.  Most People are Ineffective Negotiators  Negotiation Traps Leaving money on the table Settling for too little Walking away from the table

3.  Egocentrism  Confirmation Bias  Satisficing  Self-Reinforcing Incompetence

4.  No clear objectives or targets…  Don’t see strengths and weaknesses…  Fail to consider alternatives…  Don’t respond well when flexibility needed…

5. Goals StrategyPlanning

6.  Wishes are not goals  Goals are often linked  Goals have boundaries  Effective goals: concrete, specific, & measurable

7. The overall plan to accomplish one’s goals in a negotiation and the action sequences that will lead to the accomplishment of those goals  Strategy vs. Tactics  Unilateral vs. Bilateral

8. Collaboration/Problem Solving Accommodation/ Yielding Competitive/ Contending Avoidance Compromise Substantive Outcome Important? Relationship Outcome Important? Yes No

9. Preparation Relationship Building Information Gathering Information Using Bidding Closing the Deal Implementing Agreement Stages 12 36 54 7

10. 1. Define the Issues 2. Define Bargaining Mix 3. Define Interests 4. Know your limits 5. Know your Alternatives

11. 6. Setting Targets and Asking Prices 7. Assess Constituents & Social Context 8. Analyze Other Party (i.e. Resources, interests, issues, alternatives, constituents, reputation, likely strategy)

12. 9. Presenting Issues to Other  Provide Clarity  Support your point of view 10. What Protocol to Follow  Scope  Sequence  Framing  Packaging

13.  Myth 1: Negotiations are Fixed-Sum  Myth 2: You Need to be either Tough or Soft  Myth 3: Good Negotiators are Born  Myth 4: Life Experience is a Great Teacher  Myth 5: Good Negotiators Take Risks  Myth 6: Good Negotiators Rely on Intuition