Week 3 - Negotiation Strategies

Week 3 - Negotiation Strategies
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Storyboard Description

In a land far, far away... The attached storyboard presents a mythical-themed sequel to modules one and two. Through the folkloric events of Rusty and Conrad, this fabled enchantment addresses negotiating strategies.

Storyboard Text

  • WHY OPT TO MANAGE CONFLICT IF NOT MANAGING IT SEEMS MORE EXPEDIENT?
  • Why manage conflict, Conrad?
  • NEGOTIATION: COMMUNICATING BACK AND FORTH FOR THE PURPOSE OF REACHING A JOINT DECISION
  • Says who?!
  • The apple is mine!
  • SEPARATE PEOPLE FROM THE PROBLEM
  • Not before me!
  • Me, I saw it first!
  • 1) Destructive means may not be in a party's best interests in the long run. 2) Deliberately trying to cause injury to others is wrong.
  • FOCUS ON INTERESTS, NOT POSITIONS
  • I'm not leaving without that red delicious!
  • Rusty, avoiding violent and injurious behavior is inherently "right."
  • Principle Negotiation: Separate people from the problem,  Focus on interests, not positions, Invent options for  mutual gain & Insist on using objective criteria.
  • INVENT OPTIONS FOR MUTUAL GAIN (BRAINSTORM)
  • How about we divide it and call it even?
  • As you identify the problem, make sure you can distinguish between the issues to be solved and the people involved.
  • INSIST ON USING OBJECTIVE CRITERIA
  • I'm brilliant!
  • A position is a tangible outcome that someone argues for. An interest is the reason why that outcome is desired and an underlying concern about the problem.
  • Me either!
  • This is a process of creating as many solutions as possible BEFORE you evaluate them to decide which are the best options.
  • That's fair!
  • Choosing a good solution or solutions (remember you can have more than one), depends on making sure that the criteria for solutions are considered legitimate by the parties. 
  • Nailed it!
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