5 things we should take away from the class. (PSBDB)
- 1. Prepare
- 2. Stay calm
- 3. Be observant
- 4. Don’t rush to judgment
- 5. Be creative!
4 things to do with the issues of a negotiation. (DPDS)
- 1. Define them
- 2. Prioritize them
- 3. Determine which are related
- 4. Summarize them
Issues in a negotiation are major points that may affect...
4 characteristics of a good goal. (CSMP)
- 1. Concrete
- 2. Specific
- 3. Measurable
- 4. Public
Prepare a target point for... if multiple issues are involved.
Positions in negotiations are not so... and too...
3 things that make up interests in negotiation. (WRM)
- 1. Why you want a particular position
- 2. The reason behind your position
- 3. Your motivation
Which is better, interest or positions?
In negotiations, ... define the problem.
... are what cause you to decide on a position.
... are attempts to achieve interests.
Identify positions vs. interests by determining
8 steps in preparing for a negotiation. (LDCDCBDP)
- 1. List issues
- 2. Determine goals, targets, priorities
- 3. Consider interests/positions
- 4. Determine RP and BATNA
- 5. Consider other party
- 6. Brainstorm solutions
- 7. Determine strategy
- 8. Prepare opening offer
The area between the 2 reservation points is the...
The area between the 2 opening offers is the...
The playing field where all negotiating takes place is called the...
The "true playing field" is called the...
The final agreement typically falls inside the...
Your playing field is between you... and your...
opening offer, reservation point
More retailers see haggling as a...
price of doing business.
Negotiating after already reaching an agreement is called a...
In a post-settlement settlement, both sides need to... or...
agree, no change is made.