Negotiation Concepts and Skills
Two basic approaches:
Competitive/Positional
and
Integrative/Interest-Based
Problem-Solving/Collaborative
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not matter of personality, but substantance of approach
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two tasks: creating and claiming value
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dispute vs transactional negotiation
COMPARE APPROACHES AND ASSUMPTIONS
(in manual)
PRINCIPLED NEGOTIATION (Fisher and Ury)
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separate people from the problem
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insist on interests
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generate multiple options
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decide by objective criteria
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what if other side has "more power"
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inducing principled negotiation - matching, pacing, leading
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Online Training Manual
Negotiation
Competitive and Integrative
Principled Negotiation
Negotiation Power
Balance Power?
Facilitative Structure
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Manual 