1. Get what you want.
Help everyone win.
Navigate to victory.

2. Opening
My intention is to present you
with:
 A framework for effective
negotiation
 A way to integrate your experience
within it
 A way to generate tools to drive your
success in the future.

3. Our 3 classes together
 Class 1:
 Anatomy of Negotiation
 BATNAs, anchors and reservation price
 The negotiation Process
 Class 2:
 Interest-based negotiation
 Negotiating in the workplace
 How to overcome negotiating “walls”
 Class 3:
 Debrief, review, reflect, and workshop!

4. Objectives
 Learn the basic anatomy of any
negotiation.
 PICO (People, Interests, Criteria
and Options)
 Understand what a BATNA is.
 Best alternative to a negotiated
agreement.
 Understand what an anchor
point and reservation price is.
 Boundaries of any negotiation.

5. What’s in this for me?
 Clarify the elements and process
 You probably already do these things.
Negotiating is a mental muscle.
 Spot elements sooner
 She who defines, wins.
 Assist on contract negotiation
 Jobs, home, auto or other major decisions
or purchases.
 Negotiating conflict in your personal
life
 Put the oxygen mask on yourself first.

6. Anatomy of a Negotiation
Separate people
P eople from problems.
Identify issues at
I nterests stake, including
emotions.
C riteria Decisions should be
based on objective
Options standards.
Generate possibilities
before deciding what
to do.

7. Criteria, in more detail
 Objective criteria include:
 Fair market value  Customs
 Expert opinions  Laws
 Previous valuation
 Anchor Point  Reservation Price
 Value attached by one  Maximum amount
making the offer other party can
 A beginning point spend, accept, etc.
 “Floor”  Outer limit available
 “Ceiling”

8. Options, in more detail
 Best Alternative to a Negotiated Agreement
 “Walk away” or Contingency plan
 List alternative ideas to negotiation
 Translate ideas into practical alternatives
 Select the best option(s).
 Don’t forget the opportunity cost of agreeing to a
negotiation.
The better your BATNA, the stronger your
position.

9. The Negotiation Process
Analysis and
Research Planning
Decision Discussion

10. Scenario #1- eat in or go out?
 Tanya wants to make  Mykle wants to go to a
dinner at home. restaurant.
How could they negotiate an agreement?

11. Scenario #2 – Velvet Elvis
 You make an amazing
find at the local flea
market.
 The vendor wants $45 for
it. It’s a one-of-a-kind.
 You have $25 in cash in
your pocket. You really
want this painting.
How could you negotiate an agreement?

12. Skill Check
 Can we diagram a negotiation?
 Can we spot and generate
BATNAs?
 Can we spot and generate
anchor points and reservation
prices?
 Do we know what the
negotiation process is?

13. What we learned today
 We learned in Negotiation 101:
 When to hold ‘em
 When to fold ‘em
 When to walk away
 When to run
 Anatomy of Negotiation
 BATNA
 Anchor points and reservation
prices

14. Closing and Homework
 Looking forward to working together again
next week!
 TUESDAY, JULY 3rd! (not Wednesday!)
 Tanya will email pairs with the homework
assignment and worksheets.
 Practice with low risk situations in your life
right now!
We are limited only by our imagination!