Negotiation Deal or no deal

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NegotiationDeal or no deal?

• Social Science Staff Development
• April 2, 2009
• Facilitator Catherine Burr

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NegotiationGetting to YesNegotiating Agreement
Without Giving in

• A basic means of getting what you want from
  others.
• It is back and forth communication designed to
  reach an agreement when you and the other side
  have some interests that are shared and others
  that are opposed.

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12 tips

• Plus one extra!
• My assumptions about your needs and interests

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12 tips

• Ask
• No guarantees
• Stay out of your own way
• Negotiation problem-solving
• Grease the wheels
• Be hard on the problem, soft on the people

• Listen, listen, listen
• Negotiate to satisfy interests
• Appetizer, main course, dessert
• Do your research
• Beware of pressure tactics
• Rely on objective criteria

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Extra tip (dessert)

• Know your BATNA
• and be ready to walk to it

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Becoming a better negotiator

• Practice
• Persistence
• Patience