Negotiation Basics and Creating Value

Question 1

Defining Negotiation

Answer 1

• Negotiation is any effort to influence or persuade someone else to a particular course of action

Question 2

Rejection Therapy

Answer 2

• You go out and actively seek rejection

- Desensitize yourself to the pain of rejection

Question 3

Arm Exercise

Answer 3

• Arm wrestling -> Every time the back of the hand hits the table you get 1.000$
• Highest score by taking turns touching the back of each person’s hand to the desk (1.000$ each time)
• We claim the most value for ourselves by working with others to create the most value possible

Question 4

Self-fulfilling prophecies

Answer 4

• Expectations will determine the behavior

- Positive mindset = positive outcome

Question 5

Dangerous assumptions in a negotiation

Answer 5

• Our interests must be fought about
• Their intentions must be hostile (feindselig)
• Fixed pie bias = Value in front of us is all there is

Question 6

Creating Value

Answer 6

• Creating more value for yourself means understanding and working with others
• Focus on win-win by being positive but not naïve (Do not assume good faith)
• Moving from positions to interests
• Bring in multiple issues

Question 7

Moving from positions to interests

Answer 7

• Positions = Specific options each person wants
• Interests = Reason why they want specific option
• Interest include underlying goals and concerns/ Egos and insecurities
• Can potentially be solved by bringing in new options (multiple issues)

Question 8

Expanding the pie by multiple issues

Answer 8

• Single-issue negotiations are by nature about claiming value
• New issues create opportunities for creative trade offs
• Each side trades what they want least for what they want most -> Both sides are satisfied

Question 9

Finding multiple issues

Answer 9

• Understand the other’s multiple interests (Why?/Why not?)
• Figure out own multiple interests
• Bed hard on issue soft on the person