1. Get what you want.
Help everyone win.
Navigate to victory.
2. Class 2!
Today’s intentions:
Review the framework for effective
negotiation
Introduce you to interest-based
negotiation
3. Objectives
Define interest-based
negotiation
How it’s different from basic
negotiation
Hone the elements involved in
long-term negotiation
Figure out ways around
negotiation “walls”
4. What’s in this for me?
Using negotiation in the
work place and other long-
term relationships
Using techniques beyond
the basics
Being more self-aware
5. The Negotiation Process
• Interests at stake? • Options?
• Emotions? Analysis and • Responses we
• Motivation? anticipate?
• Prior evidence?
Research Planning
• Agreement?
•Disagreement?
• Does the
decision improve
upon my BATNA? Discussion
• Another round
Decision
• Criteria?
of the process? • Equal time?
• Do we walk • Create options
away?
6. How’s Interest-based Negotiation
different?
Interest-based
Basic Negotiation Negotiation
Short-term relationships Long-term relationships
Maximize outcome based Emphasis on
on one or few collaboration and ideas
transactions Conflict resolution
Start by examining Start by examining
people involved yourself
7. Anatomy of Interest Based Negotiation
Truthfulness
Collaborative Intention
Self-Awareness
Self-Accountability
Negotiating
“True collaboration begins
inside the individual and
works its way out into
organizations.” – Jim Tamm
8. The Collaborative model
Examine the situation
Collaborative What problem can I solve? Can we solve
Intention together?
Evaluate what your needs are
Self- What do I need to feel validated?
awareness Respected?
Evaluate what you can offer
Self- What can I directly contribute?
accountability What are the options we can generate
to serve all interests?
Negotiating Create options without judgment
9. Skill Check
Do we know the difference
between basic negotiation and
Interest-based negotiation?
What are the elements of a
collaborative model?
11. Closing and Homework
Thanks for all the feedback!
Will try to schedule one-on-one chats or
catch up via email. Your feedback is
invaluable!
Please let me know if I can reciprocate (if
you need participants for a training, etc.)
THANK YOU FROM THE BOTTOM OF MY
HEART!
We are limited only by our
imagination!