Negotiation 101Get what you want.Help everyone win.Navigate to victory.

OpeningMy intention is to present you

with: A framework for effective

negotiation A way to integrate your experience

within it A way to generate tools to drive your

success in the future.

Our 3 classes togetherClass 1:

Anatomy of NegotiationBATNAs, anchors and reservation

priceThe negotiation Process

Class 2: Interest-based negotiationNegotiating in the workplaceHow to overcome negotiating “walls”

Class 3:Debrief, review, reflect, and

workshop!

ObjectivesLearn the basic anatomy of

any negotiation. PICO (People, Interests,

Criteria and Options)Understand what a BATNA

is.Best alternative to a

negotiated agreement.Understand what an

anchor point and reservation price is.Boundaries of any

negotiation.

What’s in this for me?Clarify the elements and process

You probably already do these things. Negotiating is a mental muscle.

Spot elements soonerShe who defines, wins.

Assist on contract negotiationJobs, home, auto or other major decisions

or purchases.Negotiating conflict in your personal

lifePut the oxygen mask on yourself first.

Anatomy of a NegotiationP eopleI nterestsC riteriaOptions

Separate people from problems.

Identify issues at stake, including emotions.

Decisions should be based on objective standards.

Generate possibilities before deciding what to do.

Criteria, in more detail

Anchor PointValue attached by one

making the offerA beginning point“Floor”

Objective criteria include:Fair market valueExpert opinionsPrevious valuation

CustomsLaws

Reservation PriceMaximum amount

other party can spend, accept, etc.

Outer limit available“Ceiling”

Options, in more detailBest Alternative to a Negotiated Agreement

“Walk away” or Contingency planList alternative ideas to negotiationTranslate ideas into practical alternativesSelect the best option(s).Don’t forget the opportunity cost of agreeing to

a negotiation.

The better your BATNA, the stronger your position.

The Negotiation Process

Analysis andResearch Planning

DiscussionDecision

Repeat

as needed!

Scenario #1- eat in or go out?

Tanya wants to make dinner at home.

How could they negotiate an agreement?

Mykle wants to go to a restaurant.

Scenario #2 – Velvet ElvisYou make an amazing

find at the local flea market.

The vendor wants $45 for it. It’s a one-of-a-kind.

You have $25 in cash in your pocket. You really want this painting.

How could you negotiate an agreement?

Skill CheckCan we diagram a negotiation?Can we spot and generate

BATNAs?Can we spot and generate

anchor points and reservation prices?

Do we know what the negotiation process is?

What we learned todayWe learned in Negotiation 101:

When to hold ‘emWhen to fold ‘emWhen to walk awayWhen to runAnatomy of NegotiationBATNAAnchor points and reservation

prices

Closing and HomeworkLooking forward to working together again

next week!TUESDAY, JULY 3rd! (not Wednesday!)Tanya will email pairs with the homework

assignment and worksheets.Practice with low risk situations in your life

right now!

We are limited only by our imagination!