The document provides an overview of negotiation strategies and techniques. It discusses preparing for negotiations by understanding goals, interests, alternatives, and the other side's position. During negotiations, it recommends focusing on interests over positions, inventing options for mutual gain, using objective standards, and maintaining relationships. The document also covers communication techniques like active listening and open-ended questions. It warns against psychological biases and provides tips for avoiding impasse and evaluating negotiations. The overall message is that effective negotiations require careful planning, a cooperative problem-solving approach, and understanding interests rather than just competing for positions.
4. Negotiating Styles Concern for Other person Concern for self Avoiding Compromising Competing Collaborating Problem solving Yielding/ Accomodating High Low Low High Assertion
Films Wall Street with Michael Douglas (Before I get angry Managing the other personk
Negotiating Team if any Who should be present? What is each person’s role? Key decision-makers
What will we present? Facts Documents Interests Proposal or Demand Who will be our presenters?
Fortune Cookie with Walter Matthau- bargaining aganst themselves; forced other guy to open We tend to focus too much on our own goals or some of us focus too much on the other’s goals and forget about our own
Key is to find out what the problem really is Often different from what you think Get at the individual interest Great negotiators have a note on their pad that says “is this their real interest”
Ransom with Mel Gibson We often underestimate leverage We should sit in their chair and imagine how they would feel if you walked away
Open ended questions Avoid leading questions; avoid blaming; avoid making people feel you are analyzing them Op
![Negotiations: Ed Wertheim Putnam Investments, February-March 2011 ,[object Object],[object Object],[object Object]](https://image.slidesharecdn.com/putnam2011-110330090225-phpapp01/85/putnam-2011-1-320.jpg)
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