Negotiation and Conflict Resolution

Negotiation and Conflict Resolution

1. Thinking Like a Negotiator

   • 1. When Should We Negotiate?
   • 2. Exploring Different Negotiation Styles
   • 3. The Language of Negotiation
   • 4. Thinking Strategically
   • 5. Shifting Your Perspective
   • 6. Thinking Errors in Negotiation #1
   • 7. Thinking Errors in Negotiation #2
   • 8. Thinking Errors in Negotiation #3
   • 9. Thinking Errors in Negotiation #4
   • 10. Getting Your Thinking Right Before You Negotiate

2. The Five Phases of a Negotiation

   • 1. Preparing to Negotiate
     • 5 Stages
       • 1st preparation/planning stage
         • Back Office
           • Research
             • analyzing the market
             • context you're in
             • people's predisposition
           • planning
             • Our concessions
             • Their possible concessions
             • common interests
             • objections
           • get ourselves ready emotionally
       • 2nd agenda setting stage
       • 3th the proposal and counter-proposal stage
       • 4th bargaining phase
       • 5th finalizing agreement
   • 2. Planning a Negotiation - The Bargaining Zone
     • go through a checklist
       • all the items in the bargain
         • Prioritize your points
     • the idea of a zone of agreement, or a bargaining zone
     • what are our alternatives?
     • what are our counter party's alternatives?
     • best alternative to a negotiated agreement BATNA
     • how we're going to negotiate
       • Using a mediator?
   • 4. Probing for Interests
     • Avoid the Either/Or proposition
     • Try the Both/And settle
     • Positions / INTERESTS
     • Sometimes saying what isn't wanted helps to know what it is wanted.
   • 3. Agreeing on the Agenda
     • Set the context
     • Clear sense of what we want
       • backgrond
       • Consensus
     • Manage objections
   • 5. Making Proposals and Counter Proposals
   • 6 Finding Common Ground
   • 7. Bargaining
     • Price / Terms/ Conditions
     • 3 skills/behaviors
       • Know your business
         • If you can, then I will.
       • Don't make unilateral concessions
       • Concessions should be equal value!
   • 8. Trading Concessions
     • "tactics"
       • Bad cop - God cop
       • the Bogey
       • the Nibble technique
     • Responses:
       • Name it
       • Ignore it
       • Respond in kind
   • 9. Coming to Agreement
     • More direct lenguage
     • DON'T look too happy
     • Summarize
     • Contract / verbal agreement
   • 10. Implementing Your Plan