Game Plan

Course Overview
Introduction to the University of Michigan

The Four-Stage Negotiation Process:

1.0 Prepare: Plan Your Negotiation Strategy
2.0 Negotiate: Use Key Tactics for Success
3.0 Close: Create a Contract
4.0 Perform and Evaluate: Finish the End Game

Apply Your Negotiation Skills: “The House on Elm Street” Negotiation
2.0 Negotiate: Use Key Tactics for Success

2.1 Get to know the other side

2.2 Understand your power

2.3 Use psychological tools—and avoid traps





2.0 Negotiate: Use Key Tactics for Success

2.1 Get to know the other side

2.2 Understand your power

2.3 Use psychological tools—and avoid traps





 How powerful are they? (Find their BATNA)

BATNA Weaken their power (their BATNA)

= Power

Improve your power (your BATNA)