1. Negotiations Course

Negotiations Course

Introductory Negotiation Concepts

1. What is negotiation?

2. What scenarios or situations lead to a negotiation or cause parties to negotiate?

3. What characteristics are common to all negotiations?

4. What are the differences among negotiators that affect the negotiation process?

5. What is a conflict and how does it give rise to negotiation?

6. What is the level of “dependence” in a conflict negotiation?

7. What are integrative, distributive, and compatible bargaining scenarios?

8. What is the “BATNA” and what is the significance of “alternatives” in negotiation?

9. What is the significance of the “reservation point” and “ZOPA” in a negotiation?

10. What is the significance of “concessions” or adjustment of the bargaining position?

11. What are “anchor points” and the “bargaining range” in a negotiation?

12. What personal and situational factors are commonly understood to affect negotiation?

Framing Up a Negotiation

1. How do parties define the issues or negotiation goals, known as the “bargaining mix”?

2. How does one prioritize the issues in a negotiation?

3. How do you frame up (identify the key characteristics of) a negotiation?

4. What is the significance of understanding the resistance point of both parties?

5. How do parties open the negotiation – “Anchor Point”?

6. Why is it important to plan for concessions?

Distributive and Integrative Negotiations

1. What is a distributive negotiation?

2. What procedures are considered best practices in a distributive negotiation?

3. What is an integrative negotiation?

4. What procedures are considered best practices in a integrative negotiation?

5. What personal characteristics of negotiators facilitate a successful integrative negotiation?

Developing a Strategic Plan

1. What are some common strategic orientations in a negotiation?

2. How does “Motivational Orientation” affect strategic orientation?

3. How does power in a negotiation effect selection of a strategic orientation”?

4. What are some effective negotiating strategies?

Developing a Strategic Plan

1. What is the process for developing a strategic negotiation plan.

2. What is “Self Assessment” when strategically planning a negotiation?

3. How should you proceed to “Assess the Other Party” when strategically planning a negotiation?

4. How do you “Assess the Situational Aspects” when strategically planning a negotiation?

5. How do you assess the “Social Context” when strategically planning a negotiation?

6. What other factors are understood to affect strategy in a negotiation?