The document outlines an agenda for a negotiation workshop. It discusses two approaches to negotiation: position-based negotiation and principle-based negotiation. Position-based negotiation involves locking into a position and can damage relationships, while principle-based negotiation focuses on interests, not positions, inventing options for mutual gain, and using objective criteria. The workshop then provides examples of strategies and tactics for single-issue and multiple-issue negotiations.
![Negotiation Workshop Steven A. Gedeon, PhD, MBA, PEng [email_address]](https://image.slidesharecdn.com/negotiation-for-mutual-gain-17898/85/Negotiation-for-Mutual-Gain-1-320.jpg)
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