Class 4 Rules of Thumb

Class 4 Rules of Thumb - Options: Separate Inventing and...

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Page 1 Today’s Overview Investment  Negotiation Rules of Thumb  Dealing With Difficult Negotiators  Assignments
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Page 2 Debriefing Negotiations   What Worked Well and Why did it Work?   What Might you do Differently?   Seven Element Review
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Page 3 Some Negotiation Rules of Thumb Develop your  BATNA ; Consider theirs Deal with the  Relationship  and the Substance – Each on its Own  Merits Gentle with the People, Firm on the Problem Distinguish their Worth as a Person from the   Correctness of  their Views or Conduct Speak for Yourself, Not for them CCBD –  C onsider  C onsulting  B efore  D eciding Clarify  Interests , Not Positions
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Page 4 Some Negotiation Rules of Thumb Generate Better 
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Unformatted text preview: Options: Separate Inventing and Deciding Invent Options for Mutual Gain Give them an Answer, Not a Problem Maximize Legitimacy Use External Standards Pass the Test of Reciprocity Be Sure you are Open to Persuasion Use Good Two-way Communication : Listen and Show that you Have Heard Commit with Care, After Learning all you can Page 5 Interests Options Criteria A Framework for Negotiation If Yes Commitment If No Alternative Communication Relationship Page 6 Assignments Read: Negotiating Without a Net Difficult Negotiation (website) Prepare and Negotiate The Offer Journals for next week Wednesday: Watch 12 Angry Men...
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Class 4 Rules of Thumb - Options: Separate Inventing and...

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