1. The Art of Negotiation
Classroom is not a very negotiable place, and then we get into the workplace and are just “but how and what am I supposed to do with this”

2. Story Time! What is negotiation?
What does it consist of?
Who is happy at the end?
What are some things you have negotiated for?
With who? How did their personality affect things?
What was the outcome?

3. Before the Negotiation
Identify negotiables
Identify your ranges
Find your style
Have your details/support
“Facts are friends!”
BATNA
Best alternative to a negotiated agreement
Changes dynamically
ZOPA
Zone of possible agreement

4. During The Negotiation
Professional exchange
Professional- limit emotions
You have give or take
If they start attacking you, don’t go to their level
Its business, its business, its business
Go to the balcony
Stick by what you say
If you say you’re going to quit you have to
“Be relentlessly pleasant”

5. After the Negotiation
When you get back to your computer, write down what happened. What they said, what you maybe agreed to
Act on what was agreed
Make a new plan, go look up more info

6. Alignment chart

7. Competing
Look out for your own needs
“I win, you lose”
Accommodating
Give the other party what they want, hopefully they will remember that you did this in the future
“I lose, you win”
Compromising
There is loss, but it is better to compromise than get nothing at all
“I lose/win some, you lose/win some
Avoiding
Passive aggressively avoiding the confrontation
“I lose, you lose”
Collaboration
Everyone works together and there’s compromise, but with better results than before
“I win, you win”

8. Practice! To see the different styles and which ones are effective
4 minutes to negotiate to a resolution
The problem: where is your group going to eat

9. Practice! Who is happy with what you agreed on
What style do the happy people have
What were all the styles
What would have been helpful
What styles were most frustrating
How angry did you get?