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Management |
Tune-Up Your Negotiation and Persuasion Skills / …Continued
I. Background: Reconsidering conflict and negotiation A. Questioning the traditional view of negotiation
B. Changing your negotiation strategy, approach, and attitude C. Avoiding counterproductive conflicts and confrontations II. Evaluating your interests and aspirations A. Clarify your goals and priorities B. Power of “No” C. Research on aspiration levels i. Advantages of high aspirations ii. Factors restraining high aspirations D. Develop your BATNA (Best Alternative To Negotiated Agreement) E. Gain power by uncovering their BATNA III. Connect with your counterparts: Develop/maintain an influential relationship A. Develop a realistic win/win approach to problem solving i. Manage their self-interest ii. Identify win/win opportunities iii. Foster a win/win attitude in your counterpart iv. Make the pie bigger—before slicing it up IV. Developing and executing a systematic method for planning your negotiations A. Effectively communicate your messages B. Keep your eyes on the prize C. Evaluating your level of satisfaction in your negotiation results D. Value focus vs. cost focus E. Managing the concession process i. Understanding the nature of the concession process ii. Develop a concession plan iii. Keys to executing your concession plan F. Managing information creatively and thoroughly i. Create reality-testing questions ii. Identify opportunities in their measurement system G. Evaluating and building bargaining power i. You always have more power than you think you do ii. Sources and uses of power V. Conclusion: Capstone exercise and formal group discussion
The Center for the Future of Work in the OSU Spears School of Business offers various certificate programs and customized professional development.
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