3. The research: It happens 95% of the time. The challenge: We often don’t know when it happens. The solution: Reduce fear, increase strategic collaboration. 3 Don’t leave money on the table
4. There is only ONE pizza. You WANT the pizza… BADLY!! GET THE BIGGEST PIECE YOU CAN WHATEVER IT TAKES! 4 Distributive Negotiation Or……..
5. Work with the others to stretch the pizza. Make it as large as possible. Decide together how to divide it. 5 IntegrativeNegotiation Results: You get more pizza. You get better work relationships.
6. Positions vs. interests “Peel the onion” Strategic questions Active listening Self-disclosure 6 Interests-Based Bargaining