1. Condo Case Analysis

2. RV and ZOPA Reservation Values, Home – Mr. Johnson:$130,000 (market value) – Mr. Smith:$400,000 (Value of 2 condos minus construction costs) – ZOPA = $130,000-$400,000 = $270,000 Reservation Values, Lot – Mr. Johnson:$50,000 (market value) – Mr. Smith:$600,000 (added gym value minus construction costs) – ZOPA =$50,000-$600,000 = $550,000

3. Home Sale Price =$150,000 Lot Sale Price = $150,000 Mr. Johnson – Home Sale$150,000 – Lot Sale$150,000 – Mortgage Payoff-$50,000 – Total$250,000 ($100K home + 150K cash)

4. Home Sale Price =$150,000 Lot Sale Price = $150,000 Mr. Smith – Condos for sale x 2$600,000 – Gym Enhancement$800,000 ($20K x 40) – Home Cost-$150,000 – Lot Cost-$150,000 – Construction Condo-$200,000 – Construction Gym-$200,000 – Total$700,000

5. Home Sale Price =$150,000 Lot Sale Price = $150,000 ZOPA, Home:$270,000 ZOPA, Lot: $550,000 Total Value Generated: – Mr. Johnson$300,000-$180,000(RV) = $120,000 – Mr. Smith $1,000,000(RV)-$300,000 = $700,000 – Total:$820,000

6. Rent-free Condo Mortgage Payoff Mr. Johnson – Condo Value (while alive)$320,000 – Mortgage Payoff$50,000 – Total $370,000

7. Rent-free Condo Mortgage Payoff Mr. Smith – Condos for sale x 2$600,000 – Gym Enhancement$800,000 ($20K x 40) – Home Cost$0 – Lot Cost$0 – Construction Condo-$200,000 – Construction Gym-$200,000 – Mortgage Payoff-$50,000 – Total$950,000

8. Rent-free Condo Mortgage Payoff ZOPA, Home:$270,000 ZOPA, Lot: $550,000 Total Value Generated: – Mr. Johnson$370,000-$180,000(RV) = $190,000 – Mr. Smith $1,000,000(RV)-$50,000 = $950,000 – Total:$1,140,000

9. Conflict Management

10. Objectives Understand the concepts of conflict management Describe different styles of conflict management Apply communication strategies to increase effectiveness in conflict conversations

11. Conflict is the interaction of interdependent people who perceive incompatible goals and interference from each other in achieving those goals

13. Conflict in ED Common Patients Nurses Consultants

15. What are our choices?

16. Ignore it Talk about it Take it to a higher level

17. Ignore it Sometimes ignoring is ok How to know when

18. Talking about it Master your story Getting started Learning to Listen Making a Plan Following Up

19. Have you ever noticed? Anybody going slower than you is an idiot, and anyone going faster than you is a maniac? -George Carlin

20. Master your story See and hear Tell a story Ugly story? Feel Act Patterson, K, Grenny, J, McMillan R, & Switzler, A. Crucial Conversations. NY, NY: McGraw Hill, 2005.

21. What Happened Feelings Identity Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

22. Sorting out our story What Happened Feelings Identity Truth Assumption Intention Blame vs Contribution Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

23. Sorting out our story What Happened Feelings Identity Truth Assumption Intentions Blame vs Contribution Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

24. Sorting out our story What Happened Feelings Identity Truth Assumption Intentions Blame vs Contribution Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

25. What Happened Feelings Identity Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

26. What Happened Feelings Identity Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999.

28. How to get started?

29. Third story

30. Create safety Extend an Invitation Mutual Respect Mutual Purpose

31. Third story Their story Your story

32. Listen

33. Speak Clearly

34. Agree on a Plan

35. Follow up

37. What if they didn’t read the same books?

38. Letting Go

39. Practice

40. References Malhotra, Deepak, and Max Bazerman. Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. New York: Bantam, 2007 Tyversky A, Kahneman D. (1981). The Framing of Decisions and Psychology of Choice. Science, 211(4481), 453-458 U.S. News & World Report (2005, January 30), 52. (egocentrism) Kramer RM, Newton E, Pommerenke PL. (1993). Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood. Organizational Behavior and Human Decision Processes, 56(1), 110-133. Medvec VH, Madey SF, Gilovich T. (1995). When Less is More: Counterfactual Thinking and Satisfaction Among Olympic Medalists. Journal of Personality & Social Psychology, 69(4), 603-610. Cialdini R, Vincent J, Lewis S, Catalan J, Wheeler D, Darby B. (1975). Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique. Journal of Personality and Social Psychology, 31, 206-215. Taylor T, Booth-Butterfield S. (1993). Getting a Foot in the Door with Drinking and Driving: A Field Study of Healthy Influence. Communication Research Reports, 10, 95-101. Langer EJ, Blank A, Chanowitz B. (1978). The Mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction. Journal of Personality & Social Psychology, 36, 635- 642. Cialdini RB. (January 2004). Everybody’s Doing It. Negotiations, 7. James JM, Bolstein R. (Winter 1992). Large Monetary Incentives and Their Effect on Nail Survey Response Rates. Public Opinion Quarterly, 56, 442-453. Rick Foster, President, Foster, Hicks and Associates Leadership and Team Consultants Patterson K, Grenny J, McMillan R, & Switzler A. Crucial Conversations. NY, NY: McGraw Hill, 2005. Stone D, Patton B, Heen S. Difficult Conversations. NY, NY: Penguin Books, 1999. Wilmot W & Hocker J. Interpersonal Conflict. Seventh edition. NY, NY: McGraw Hill, 2005. Stewart J. Bridges Not Walls. Ninth edition. NY, NY: McGraw Hill, 2005. Conger J. The Necessary Art of Persuasion. Harvard Business Review Classics. 2008 Tannen D. The Power of Talk: Who Gets Heard and Why. Harvard Business Review. Sept-Oct 1995.