11. New Hire
1. Familiarize yourself with your role & the
situation (5 min)
2. Decide what you would like to accomplish
(pick a goal - 2 min)
3. Decide how you would like to accomplish it
(brainstorm tactics - 3 min)
4. Agreement on all issues, or impasse
5. Negotiate Outside of Room
6. Record Outcomes on Board
20. Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.
21. Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just tug of war
– Identifying/creating value
22. Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals – super congruent
issues
Make offers - packaging
25. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own
26. Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more value in the
negotiation.
27. Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainstorm about before your first meeting
about a negotiation?
31. Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics for gathering
information from the stakeholders to a
negotiation:
33. Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
• What are the other party’s issues &
outcomes?
• How are the outcomes valued?
• Strategies and techniques you can apply?
Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA