ana alice antunes haddad – 15650 caroline ferreira braga – 15970 ivan ribeiro – 15681 pedro...
TRANSCRIPT
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PODCAST “The Art of
Negotiation”
Ana Alice Antunes Haddad – 15650Caroline Ferreira Braga – 15970Ivan Ribeiro – 15681Pedro Ivo Cardoso – 15674Rodrigo Cabral - 13738
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AGENDA Stan Christensen
The conventional wisdom about Negotiation
Classic Mistakes Negotiators Make
What is Effective Negotiation?
A Framework for Negotiation Success
Lessons from “The War On Terror”
Five Useful Negotiation Tips
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STAN CHRISTENSEN
STANFORD UNIVERSITY3/12
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You Need Grey Hair and Battle Scars
Negotiations are One-time Events
It’s About Advocating and Winning
You Need Natural Talent to be a Great
Negotiator
THE CONVENTIONAL WISDOM ABOUT NEGOTIATION
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Taking a tactical approach
Good cop/Bad cop
The pie is fixed
Not recognizing or
questioning assumptions
CLASSIC MISTAKES NEGOTIATORS MAKE
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Any attempt to persuade or influence...
The practice of effective relationship
management
An important life skill for multiple complex
The art of creative problem solving
WHAT IS EFFECTIVE NEGOTIATION?
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A FRAMEWORK FOR NEGOTIATION SUCCESS
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A FRAMEWORK FOR NEGOTIATION SUCCESS
The framework is useful to deal with differences
It can be used when preparing or during the
negotiation.
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Criteria: No Objective Measure of Success
Communication: Lack of Openness to Persuasion
Commitment: Separate Commitment from
Communication
Interests: The Complexity of Stakeholder Interests
Relationship: Disagree Without Being Disagreeable
Options: The Importance of Creative Problem Solving
Alternatives: Unilateral Action Dangerous
LESSONS FROM “THE WAR ON TERROR”
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Prepare, prepare, prepare
Tell the Truth and be Worthy of Trust
Apologize and Own Your Contribution
Stay in the Game
Look for Opportunities to Give Extra
FIVE USEFUL NEGOTIATION TIPS
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CONCLUSION The conventional wisdom about
Negotiation
Classic Mistakes Negotiators Make
Effective Negotiation
A Framework for Negotiation Success
Five Useful Negotiation Tips11/12
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REFERENCES PODCAST: The art of
Negotiation, Stan Christensen
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