Negotiation for Mutual Gain

Negotiation Workshop Steven A. Gedeon, PhD, MBA, PEng [email_address]

18 Core CEO Competencies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Position Based Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Principle Based Negotiation ,[object Object],[object Object],[object Object],[object Object],Based on “Getting to Yes” Fisher & Ury

Separate the People from the Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Focus on Interests, Not Positions ,[object Object],[object Object],[object Object],[object Object]

Invent Options for Mutual Gain ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Insist on Using Objective Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object]

Basic Strategy ,[object Object]

Basic Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object]

Single-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Acquisition Price Acquisition Agreement

Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object]

Getting Information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Multiple-Issue Workshop Steven A. Gedeon , PhD, MBA, PEng [email_address] Investment Term Sheet

Negotiation for Mutual Gain

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Negotiation for Mutual Gain