Negotiating for Success

Catherine Mattiske

Apr 2012 · AudioInk

About this ebook

Negotiation is the means by which people deal with their differences. Whether those differences involve the sale and purchase of a home, an employment contract dispute, a dispute with a client, or making trade-offs on internal resources, resolutions are typically sought via the process of negotiation. To negotiate is to seek mutual agreement through an exchange of dialogue. Negotiation is an ever-present feature of both our personal and work lives, and in the business world effective negotiators are in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most individually exhilarating and organizationally valuable aspects of business today.This Learning Short-take combines self-study with workplace activities to develop skills in successful negotiating. This Learning Short-take is particularly relevant to those who are new to negotiating, or who would benefit from a review of negotiation principles. Participants will learn how to effectively prepare for a negotiation using a real business opportunity, and will learn how to incorporate key steps and elements into the negotiation process. Participants will understand how to achieve a win/win outcome in a negotiation and will be able to differentiate positional bargaining from principled negotiation. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives Define negotiation - what it is and what it isn't. Explain the win/win model of negotiation. Differentiate between positional bargaining and principled negotiation. List the steps in preparing for a negotiation. Identify and explain the steps in the negotiation process. Define BATNA. Create a Skills Development Action Plan."