1. Chun hua Zheng

2.  Why are you here?  What I hope you will learn: ◦ Principled negotiation ◦ Creating a framework ◦ Relationship management  How I will teach Page 2

3.  Negotiation Introduction  Role Play  Debrief / Discussion  Lessons to Take Away Participation! Participation! Participation! Page 3

4.  Define Negotiation: ◦ Process of getting people to agree  Why do we engage in it? ◦ Because there is perceived value to be gained  Your Negotiations ◦ Give me an example ◦ What made it a good or bad experience? Page 4

5.  Your reputation matters!  Tactics are limiting  Frameworks open up opportunities  Know your assumptions  Be a good listener; listening is persuasive!  Be prepared!!!  Self-analysis, self-realization  Know what you value  Determine your BATNA ◦ best alternative to no agreement  Questions?? Page 5

6.  Read information carefully  Write down your goal  Write down your BATNA  Think about the other side’s goal  Think about the other side’s BATNA  List what you want to learn  Think about how you will negotiate  Ready??!! Page 6

7.  Do NOT Exchange sheets  Cash deals only  You have 6 minutes to come to an agreement … or not  Try not to jump to a fast agreement  Try to find out more information about the other side before talking about numbers  Negotiate!!! Page 7

8.  Level of Satisfaction Survey ◦ How close to BATNA?  Survey for $ results ◦ $15,000 or less ◦ $15k - $24k ◦ $25k - $29k ◦ $30k - $34k ◦ $34k - $40k ◦ Over $40k  Satisfaction Survey … after viewing results Page 8

9.  Low seller… What happened? ◦ 1 st to give out a price tag? ◦ How prepare? ◦ BATNA? ◦ Tactics? ◦ Assumptions? ◦ What do differently?  High seller … What happened? ◦ What worked well? ◦ At what cost? Page 9

10.  Single issue negotiation ◦ Most issues in life much more complex  Do not anchor yourself too soon  Do your research and figure out your BATNA  Tactics … avoid them  Relationship and reputation matter!  Seek joint gain whenever possible Page 10

11.  Separate the people from the problem ◦ Soft on the people, hard on the issue  Focus on interests, not positions ◦ Avoid positional bargaining ◦ Look for interests behind the positions  Invent options for mutual gain ◦ Brainstorm to increase mutual gain  Insist on objective criteria ◦ Identify measures of fairness ◦ Separates people from the issue Page 11

12. Page 12 Interests Options Criteria BATNA Communication Relationship Agreement

13.  What lessons do you take away?  Want to learn more? Page 13