Embed Size (px)
Citation preview
PODCAST “The Art of
Negotiation”
Ana Alice Antunes Haddad – 15650Caroline Ferreira Braga – 15970Ivan Ribeiro – 15681Pedro Ivo Cardoso – 15674Rodrigo Cabral - 13738
AGENDA Stan Christensen
The conventional wisdom about Negotiation
Classic Mistakes Negotiators Make
What is Effective Negotiation?
A Framework for Negotiation Success
Lessons from “The War On Terror”
Five Useful Negotiation Tips
2/12
STAN CHRISTENSEN
STANFORD UNIVERSITY3/12
You Need Grey Hair and Battle Scars
Negotiations are One-time Events
It’s About Advocating and Winning
You Need Natural Talent to be a Great
Negotiator
THE CONVENTIONAL WISDOM ABOUT NEGOTIATION
4/12
Taking a tactical approach
Good cop/Bad cop
The pie is fixed
Not recognizing or
questioning assumptions
CLASSIC MISTAKES NEGOTIATORS MAKE
5/12
Any attempt to persuade or influence...
The practice of effective relationship
management
An important life skill for multiple complex
The art of creative problem solving
WHAT IS EFFECTIVE NEGOTIATION?
6/12
A FRAMEWORK FOR NEGOTIATION SUCCESS
7/12
A FRAMEWORK FOR NEGOTIATION SUCCESS
The framework is useful to deal with differences
It can be used when preparing or during the
negotiation.
8/12
Criteria: No Objective Measure of Success
Communication: Lack of Openness to Persuasion
Commitment: Separate Commitment from
Communication
Interests: The Complexity of Stakeholder Interests
Relationship: Disagree Without Being Disagreeable
Options: The Importance of Creative Problem Solving
Alternatives: Unilateral Action Dangerous
LESSONS FROM “THE WAR ON TERROR”
9/12
Prepare, prepare, prepare
Tell the Truth and be Worthy of Trust
Apologize and Own Your Contribution
Stay in the Game
Look for Opportunities to Give Extra
FIVE USEFUL NEGOTIATION TIPS
10/12
CONCLUSION The conventional wisdom about
Negotiation
Classic Mistakes Negotiators Make
Effective Negotiation
A Framework for Negotiation Success
Five Useful Negotiation Tips11/12
REFERENCES PODCAST: The art of
Negotiation, Stan Christensen
12/12
