Business Communication for Career

Readiness
The Art of Negotiation
Module 4

with Sue Robins, M.S.

Best Practices
 Best Practices
• Maximize value for
both parties
 Best Practices
• Maximize value for
both parties
• Seek opportunities
to add value
 Best Practices
• Maximize value for
both parties
• Seek opportunities
to add value
• Build Trust
 Best Practices
• Maximize value for
both parties
• Seek opportunities
to add value
• Build Trust
• Gather information
from counterpart
 Best Practices
• Maximize value for
both parties
• Seek opportunities
to add value
• Build Trust
• Gather information
from counterpart
• Ask questions
 Best Practices
• Maximize value for
both parties
• Seek opportunities
to add value
• Build Trust
• Gather information
from counterpart
• Ask questions
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties
• Seek opportunities
to add value
• Build Trust
• Gather information
from counterpart
• Ask questions
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties • Focus on
• Seek opportunities increasing value
to add value
• Build Trust
• Gather information
from counterpart
• Ask questions
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties • Focus on
• Seek opportunities increasing value
to add value • Focus on interests
• Build Trust
• Gather information
from counterpart
• Ask questions
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties • Focus on
• Seek opportunities increasing value
to add value • Focus on interests
• Build Trust • Present reasons
• Gather information first, then proposal
from counterpart
• Ask questions
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties • Focus on
• Seek opportunities increasing value
to add value • Focus on interests
• Build Trust • Present reasons
• Gather information first, then proposal
from counterpart • Be clear on goals
• Ask questions and objectives
• Listen and observe
 Best Practices
• Maximize value for • Control emotions
both parties • Focus on
• Seek opportunities increasing value
to add value • Focus on interests
• Build Trust • Present reasons
• Gather information first, then proposal
from counterpart • Be clear on goals
• Ask questions and objectives
• Listen and observe • Prepare and plan