Business Communication for Career

Readiness
The Art of Negotiation
Module 4

with Sue Robins, M.S.

Developing Options for
Negotiations
 Developing Options for
Negotiations
• Consider interests, not positions
 Developing Options for
Negotiations
• Consider interests, not positions
• Be creative
 Developing Options for
Negotiations
• Consider interests, not positions
• Be creative
• Think from counterpart’s position
 Developing Options for
Negotiations
• Consider interests, not positions
• Be creative
• Think from counterpart’s position
• Consider counterpart’s Framework
Agreement
 Developing Options for
Negotiations
• Consider interests, not positions
• Be creative
• Think from counterpart’s position
• Consider counterpart’s Framework
Agreement
• Consider counterpart’s BATNA
 Developing Options for
Negotiations
• Consider interests, not positions
• Be creative
• Think from counterpart’s position
• Consider counterpart’s Framework
Agreement
• Consider counterpart’s BATNA
• Seek combinations that help both
organizations
 Reality
• Negotiated agreements need to be
updated
 Reality
• Negotiated agreements need to be
updated
• Keep relationships up and positive
 Reality
• Negotiated agreements need to be
updated
• Keep relationships up and positive
• Bartering, bargaining, win-lose
agreements = no long term relationship