A Negotiation Primer

1
A Negotiation Primer

• Welcome!
• Vickey Quinn

2
A Collaborative Model

• Win-Win
• A Dance rather than Boxing Match
• Expand the pie rather than split a fixed pie

3
Pre-Negotiation

• PLAN
• PLAN
• PLAN

4
Pre-Negotiation

• Issue statement
• Ground rules
• Your interests
• Best guess at their interests
• Potential solution packages
• BATNA
• WATNA
• Walk-away point

5
Interests

• Reconcile interests, not positions
• Interests include NeedsDesiresConcernsFears

6
BATNA WATNA
Walk-away Point
7
During Negotiation- Dance

• Agree on the issue(s)
• Set ground rules and establish goals
• Share interests
• Highlight common interests
• Brainstorm for possible solution packages
• Refine/select the best package
• Initial/sign agreement
• Agree on monitoring procedure

8
Solutions
Anchor your favored solution