Course Assignment, HBR article Analysis

5. 12 jury people

7. Zone Of Potential Agreement (ZOPA) Contentious Negotiation Z O P A ZOPA Reaching a consensus decision

9. Know your BATNA

10. Set high aspirations

11. Making the first offer

12. Avoid stating ranges

14. A Multi-Step Program to Negotiations – a checklist

15. Step 4: Diagnosing the situation The Situation Matrix High Transactional Negotiation Balanced Negotiation Stakes Relational Negotiation Latent Conflict Low Low High Importance of Relationship

16. Step 5: Tactical Questions

18. I win, you lose

19. No value creation

22. BATNA

23. Secondary leverage

24. Negative (ULTIMATUM)

26. Step 8: A matter of style Negotiating Style COLLABORATE I Win / You Win ACCOMMODATE I Lose / You Win Importance of Relationship COLLABORATE We both lose We both win COLLABORATE I Lose / You Lose Compete I win / You Lose Importance of Outcome

27. Negotiating Style

30. Closing: Accommodation

31. If you know you are going to lose, earn some graceUnassume Uncooperative cooperative

33. Time

34. Walkout

35. Decrease in leverage