| Humaned
 Train
Art
of Strategic Negotiation
ART OF STRATEGIC NEGOTIATION
Learning Goals
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Identify your own negotiating style
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Differentiate “interests” from “positions”
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Know what BATNA means
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Understand the Importance of data
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Learn the benefits of collaborative negotiations
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Recognize positive and negative tactics
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Employ a variety of strategies through case studies
Brief Outline
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Key Elements of Negotiation
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Principles of BATNA: Best Alternative to a Negotiated Agreement
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The Two Models of Negotiation: Competitive and Principled
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The Thomas Kilmann Conflict Mode
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Case Studies: Negotiation and Decision Styles
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Sources of Power
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Difficult Conversations
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Responding to Difficult Tactics
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Win-Win Strategies
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Win-Win Tactics
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Win-Lose Tactics
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Four Stages of Successful Negotiation
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Elements of a Good Agreement
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