Learning Objectives

8.1 Identify areas of life and business where negotiating takes place
8.2 Analyze personal negotiating styles, strengths, and weaknesses
8.3 Apply principles of persuasion and value-based negotiating
8.4 Execute value-based negotiating techniques in real-time scenario
8.5 Evaluate performance within real-time negotiating scenario

Session 8 Warm-Up

Pre-Reading Scouting Report: Session 8

Session 8 Reading List and Exercises

Getting to Yes

Fisher, R. & Ury, W. (1991) Houghton Mifflin: New York. [ISBN: 0-395-63124-6]

Chapter 1: Don’t Bargain Over Positions
Chapter 3: Focus on Interests, Not Positions
Chapter 4: Invent Options for Mutual Gain
Chapter 6: What if They Are More Powerful? (Develop Your BATNA)

Harvard Business Review Article: Taking the Stress Out of Stressful Conversations

Weeks, H. (2001). Harvard Business Review July 2001

HarvardManageMentorPlus: Communicating for Results

Module: "Negotiating"

Complete these sections:

Core Concepts:

The Fundamental Framework
The Two Types of Negotiation
Real Sources of Power
Special Problems
Frequently Asked Questions

Steps:

Steps for Preparing for a Negotiation
Steps for Getting an Integrative or Win-Win Negotiation Under Way

Practice Scenario:

Test Yourself Questions

Online Edition: [Prod. #: 6789Z3-HTM-ENG ] or CD-ROM Edition [Prod. #: 6735C-MMC-ENG]

Interactive Practice

House Hunters Create Options for Mutual Gain

Participate in the Following Discussion Board Topics

Negotiations

This Week's Assignment

The Bargaining Table

Sync Session

Monday, May 19, 2014 @ 8:30 p.m. Central

We will discuss the two upcoming group assignments for sessions 8 and 9. Students should be prepared to discuss examples from their work or personal lives that illustrate ideas taught in session 4 - 7.