1. Negotiation

2. Bargaining Zone Still happy with the outcome of the negotiation?
$300
$3000
Still happy with the outcome of the negotiation?
Buyers: Do you feel like the seller was honest?
Seller: Do you feel like you left money on the table?

3. Perspective Taking
Did you think about your partners perspective? Or simply think about your own?
In this case: Both desperate to make a deal - > would have done better had you thought about your partners’ position

4. Good Deals and Bad Deals
“Overpayment”
“Underpayment”
What kind of tactics did you use to capture and claim value?
NO real overpayment because the deal is rational
First offer? Only good if you have an ideo f the real value

5. Welcome to Negotiation

6. Course Objectives
No formula to negotiations – Expose you to a wide variety of negotiation situations
Frameworks and concepts will support your journey
To gain confidence in the negotiation process as an effective way to resolve conflict
To observe the behaviors and motivations of others
Experiment with various negotiation strategies to improve your abilities as an effective negotiator

7. Materials Getting to Yes: an oldie but a goodie
Readings: on under your schedule
You should have received an invoice from northwestern DRRC – must show me receipt by week 3

8. Course Format
Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again. Do. Debrief. Read. Do again. Debrief. Read. Do again.

9. Course Format: Do Every week at least 1 negotiation Try High Tech:
Up to half hour before class, sign up using link on schedule page by adding your to the google form
As you walk into class, you will be sent a link to your role.
On the screen will be your group assignment.
Negotiate
Fill out negotiation results link from website
recording of negotiation to me (or share with my google drive)
Example of recording…….
If it doesn’t work….we will try low tech
Negotiate anywhere in the building

10. Negotiations Honor code
You are expected to be prepared and on time for all exercises.
You are to read only the role information to which you are assigned. It is not appropriate to borrow or discuss cases with people outside of class.
You may not show your confidential role instructions to the other parties, though you are free to tell the other side whatever you would like about your confidential information.
Do not make up facts or information that materially change the power distribution of the exercise - for example, that your family has just bought the company you are currently negotiating with for a job.
You may use any strategy except that of physical violence to reach your desired outcome.
You may not share details of the cases, exams, quizzes, and class discussions with students outside of the class.

11. Course Format: Debrief
Do not debrief with your partner after the negotiation – we will debrief together in class
Get and give feedback from your negotiation partners
Write about your own negotiation style using course concepts

12. Course Format: Read Readings each class that we don’t negotiate
Attached to schedule on website
Readings provide the basis for your negotiation strategies

13. Grading Participation……………………………….. 20%
Reading Quizes………………..………….. 20%
Partner Feedback Sheets.……………. 15%
Personal Negotiation Analysis.……..15%
Midterm Graded Negotiation……... 15%

14. Participation
It is everywhere in this class – negotiations, debriefing, reflecting
What does it look like:
Not just showing up to a negotiation but taking it seriously
Critically evaluating your own performance as well as the performance of others
Nominating students who add to your learning experience

15. Exams All negotiations are UNGRADED except for 2
Low pressure
Chance to try different strategies
2 Graded negotiations (midterm, final)
Both exams have 2 parts
Half: Performance on the negotiation
Half: Individual negotiation reflection (due the next class)
Note: These are not zero sum negotiations with winner-loser scenarios so don’t stress

16. Achieving your Goals

17. I can help you achieve your goals…
Being available for my students is very important to me. That being said:
It won’t impact your grade
There is no need for contact for “impression management”
I recognize that not everyone has the same goals….and that is OK
If you want skills and a B and that is your goal and you achieve it – I see that as a win
I am happy to write you a letter of recommendation based on your own goal criteria – and you have lots of opportunities to communicate these

18. Your Goals Write down your goals for the class My goals for you:
Develop a tangible skill that you can use outside of the classroom to improve your personal and professional outcomes
Have a little fun
Make you “free”

19. Free??? Free from negative stereotypes
Free from your own self perception of your limitations
Free from seeing the other as the enemy
Free from judgment
Free from losing your individualism in lieu of the team’s goals
Free from the reactions of others
Free from fear of being unfair

20. Contact Me …..it’s complicated
US Phone works in Canada (call and text) but not data
Canadian phone does not work in US at all (will go straight to voic – texts don’t come through)
Options:
Plus: I can get it anywhere
Minus: I get up to s a day – and yours may get lost in with the pile of assignments
Solution: Don’t bury questions in with assignments; if need a response put something in the title that makes me identify it
US Cell:
Plus: Always works
Minus: I don’t know what your cell phone plan is – it may be expensive to call me
Solution: Text my US cell and I can call you back (it should be free incoming), add me on whatsapp which is attached to my US cell
Canadian Cell:
Plus: Normal life
Minus: I am in Kentucky (where my partner lives) or abroad (for teaching) a good amount
Other ways:
Skype goes to my phone (esblock99)
Both my phones are iphones and my imessage goes through my so I get it on both phones
Thanks for your understanding. Moving is hard. Living a cross boarder life is even harder. I will surely get good at it….eventually.

21. Negotiation Checklist
What are the elements of the checklist?
You
Issue
Importance
BATNA
Boundaries
Them:
Issues
Situation
Deadlines
Norms
Taboo topics
Relationship between parties
Temporal
Tactics
Authority

22. Assignment
Develop a Negotiation Checklist that you can adapt to each of your negotiations
You will be asked to turn them in during your midterm, exam, partner reflections and self reflections

23. Next Class Lets Negotiate….. Remember the process:
sign in to “check in” to class and get role assigned
Once you do this you cannot miss class – you will be assigned a partner - and failure to show up after you are assigned a role will result in a letter grade loss
Once roles are assigned you will be sent a link to your role
Your partnerships will be on the screen