The Successful Negotiator
Speech #2: Interpersonal Communications Manual

"All people are the same, it is only their habits that are different"
Confucius

Why negotiate?

Because you can't always escape conflict--the struggle between two or more forces, positions or actions.

If you don't have all the facts, you need to ask questions.

If you don't tell people, how are they supposed to know?

You don't have to treat everyone the same, but you do have to be fair.

Information sharing keeps you out of conflict situations.
 

Ask: what is important to you and find the reason why it is important.
An idea from the book "Getting Together by   " ACBD
"always consult before deciding"

We all negotiate every day, on issues big and small. There are three types of negotiations.

Win-win
Both parties come out of the negotiation satisfied with the outcome.

Win-lose
One party gets what they wants and the other doesn't

Lose-lose
No one wins

How can you negotiate to achieve a win-win result?

Know what you want.

Know what the other party wants

Know your options:

BATNA-Best alternative to a negotiated agreement, or, the best thing that can happen if you don't get exactly what you want.

FATNA-Fantasy alternative to a negotiated agreement

MLATNA-Most likely alternative to the negotated agreement

WATNA-worst alternative to a negotiated agreement

Negotiating tips:

Role Play:
The Two Oranges
 

"He drew a circle that shut me out
Heretic, rebel, a thing to flout.
But Love and I had the wit to win!
We drew a circle that took him in.”

Edwin Markham, 1852-1940
American Teacher and Poet