Negotiation – How to achieve your outcome, Fairly!

"COURSE OUTLINE How preparation is essential if you wish to conduct / conclude a successful negotiation. When you need to resolve a major disagreement, make sure you prepare thoroughly. How to think through the following points before you start negotiating: - Goals: What do you want to get out of the negotiation? What do you think the other person wants? - Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away? - Alternatives: if you don't reach agreeement with the other person, what alternatives you have? Are these good or bad? How much does it matter if you do not reach agreement? - Does failure to reach an agreement cut you out of future opportunities? And what alternatives might the other person or party have? - Relationships: What is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these? - Expected outcomes: What outcome will people be expecting from this negotiation? - What are the consequences for you of winning or losing this negotiation? What are the consequences for the other person? - Power: Who has power in the relationship? Who controls resources? Who stands to lose the most if agreement isn't reached? What power does the other person have to deliver what you hope for? - Possible solutions: Based on all of the considerations, what possible compromises might there be? LEARNING MATERIALS Hand-outs and recommended text"