1. Are We Ready? Inoculation Protects the Parties

2. Inoculation The process of preparing for the negotiation process in order to commit ourselves to our strategies, objectives, and interests.

3. Inoculation Protects the Parties Get familiar with the subject matter. Learn more about the substance of the issues. Understand the history between the parties. Be sold-out on the objectives. Do you homework on the issues thoroughly Know your subject matter. Don’t let the past govern but have a clear sense about the history between the parties. Go forward with convictions

4. Goals of Inoculation Practice “Tribalism”. A tool for improving your BATNA What information do we need about yourself – Trap of thinking “if I want it, it must be a good objective,” or “it must be the best way to accomplish the goals of my company or myself”. – Crucial to examine why a particular solutions or a particular approach is better than others. – Understanding your real interests (vocation) – Inoculation is understanding What information do we need about other parties?

5. Preparing for Negotiation on Your Own Active listening – Ask open ended-questions – Exhibit self-discipline, must wait for others to finish The power of silence – poker face. – Don’t react like “this is the dumbest idea I have ear heard” Agendas The bottom-line (house purchase)

6. Active Listening Behaviors Paraphrase Don’t overtalk Be empathetic Make eye contact Exhibit affirmative head nods and appropriate facial expressions Active Listening Avoid distracting actions or gestures Avoid interrupting the speaker Ask questions © Prentice Hall, 200211-6