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Negotiation Steps

Published on Nov 30, 2015

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1.

Negotiation Steps

  • Separate the people from the problem
  • Identify each parties’ BATNA
  • Develop an Interest Chart
  • Create options that expand the pie
  • Identify criteria to legitimize the agreement
  • Articulate the issues that should be included in the formal agreement.
2.

It's a math problem, not a tug of ward.

3.

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4.

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5.

BATNA

6.

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Photo by Doha Sam
7.

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Photo by lightsoutfilms
8.

Let's Talk Pie

9.

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10.

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12.

What's the pie?

$6,000
Photo by Robert S. Donovan
13.

Divide up the pie?

$6,000/2
14.

Interests

15.

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16.

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17.

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18.

Expand the Pie

19.

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20.

Criteria to Evaluate

21.

Agreement

22.

Negotiation Steps

  • Separate the people from the problem
  • Identify each parties’ BATNA
  • Develop an Interest Chart
  • Create options that expand the pie
  • Identify criteria to legitimize the agreement
  • Articulate the issues that should be included in the formal agreement.

Janet McNichol

Haiku Deck Pro User
www.insideworkplacewellness.com