Win-Win Negotiation
About the Lecture
The lecture Win-Win Negotiation by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:
- Finding a Win-Win-Solution
- Assess Relationships & Preparing Negotiations
- Step 3: Identify problem
- Step 4: Develop Options
- Step 5: Take Responsibility
- Step 6: Assessing BATNA
- Step 7: Integrating Results
- Five Gold Rules
Included Quiz Questions
What are two steps before you even reaching the negotiations?
- Assess the relationship
- Prepare the negotiations
- Prepare the confrontation
- Develop your options
- Take responsibility for the problem
Name three goals in identifying the problem.
- To explore mutual interests.
- To talk about the future.
- To engage the other side in dialogue.
- To tell the other side.
- To understand the positions.
Name three tips for developing options
- Identify low cost-high value options
- Find solutions that lower overall costs
- Improve the options of the other side
- Make your position clear
- Bring a list of demands
What does BATNA stand for?
- Best Alternative to a Negotiated Agreement
- Best Agreement To Negotiate Already
- Be Aware To Negotiate Always
- Best Approach To Navigate Anger
- Nothing important
What can we do to integrate our results?
- Inform others
- Generate support
- Monitor and evaluate
- Keep it confidential
- Keep quiet about it.
Name three of the golden rules.
- The option has to be the best among all options.
- The agreement has to be better than your BATNA.
- The agreement cannot hurt the relationship further.
- The agreement should be strong
- The agreement should be bold.
Author of lecture Win-Win Negotiation
Dr. Juan Diaz-Prinz
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