Csg auction2

Problem Solving Negotiation David Landis Director, Urban Development Lincoln, NE

Definition A negotiation is a trade -”I’ll do Y, if you’ll do X.”

Auction Rules ,[object Object],[object Object],[object Object],[object Object],[object Object]

Two Strategy Options ,[object Object],[object Object]

Advantage Seeking ,[object Object],[object Object],[object Object]

Joint Gain Seeking ,[object Object],[object Object],[object Object]

Taming the Advantage Seeker ,[object Object],[object Object],[object Object],[object Object]

Trust: ,[object Object],[object Object],[object Object],[object Object]

Being Trustworthy ,[object Object],[object Object],[object Object]

Trusting ,[object Object],[object Object]

3 Characteristics of Negotiation ,[object Object],[object Object],[object Object]

Role #5 - Observer ,[object Object],[object Object],[object Object]

5 into 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],-5 crisp $ 1,000 bills

5 into 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Worker’s Comp Deal Business Labor Dr. Choice Managed Care Indexed Benefits Safety Comm./ Inspectors

Worker’s Comp Deal Business Labor Dr. Choice Yes Managed Care Yes Indexed Benefits No Safety Comm./ Inspectors No

Worker’s Comp Deal Business Labor Dr. Choice Yes No Managed Care Yes No Indexed Benefits No Yes Safety Comm./ Inspectors No Yes

Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No Managed Care Yes 2 No Indexed Benefits No 3 Yes Safety Comm./ Inspectors No 4 Yes

Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No 3 Managed Care Yes 2 No 4 Indexed Benefits No 3 Yes 1 Safety Comm./ Inspectors No 4 Yes 2

Tools for Mutual Gain ,[object Object],[object Object],[object Object],[object Object],[object Object]

Use Objective Criteria ,[object Object],[object Object],[object Object],[object Object]

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

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

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

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

Problem Solving Negotiation ,[object Object],[object Object],[object Object]

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