Business Communication for Career

Readiness
The Art of Negotiation
Module 1

with Sue Robins, M.S.

Principled Negotiation
Principled Negotiation

Roger Fischer & William Ury

Authors of
“Getting to Yes”
Principled Negotiation
 Principled Negotiation
• Create a deal that’s good for both parties
 Principled Negotiation
• Create a deal that’s good for both parties
• Glad to do business again
 Module 1
• Defining and describing negotiation
 Module 1
• Defining and describing negotiation
• How negotiation differs from selling
 Module 1
• Defining and describing negotiation
• How negotiation differs from selling
• Different perspectives
 Module 2
• How negotiations proceed
 Module 2
• How negotiations proceed
• Value and fairness
 Module 2
• How negotiations proceed
• Value and fairness
• Emotional roles
 Module 3
• How you are involved
 Module 3
• How you are involved
• Successful negotiations
 Module 3
• How you are involved
• Successful negotiations
• Working with different styles
 Module 4
• Planning and preparing
 Module 4
• Planning and preparing
• Frameworks and alternatives (BATNA)
 Module 4
• Planning and preparing
• Frameworks and alternatives (BATNA)
• Interviews
Check out the Resource
Materials in the Course
 Module 1 Objectives
• Basics of principled negotiation
 Module 1 Objectives
• Basics of principled negotiation
• Alternatives to principled negotiation
 Module 1 Objectives
• Basics of principled negotiation
• Alternatives to principled negotiation
• Differentiate between negotiation and
selling
 Module 1 Objectives
• Basics of principled negotiation
• Alternatives to principled negotiation
• Differentiate between negotiation and
selling
• Learn from experts