Negotiating for Success

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AudioInk, Apr 3, 2012 - Business & Economics
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Negotiation is the means by which people deal with their differences. Whether those differences involve the sale and purchase of a home, an employment contract dispute, a dispute with a client, or making trade-offs on internal resources, resolutions are typically sought via the process of negotiation. To negotiate is to seek mutual agreement through an exchange of dialogue. Negotiation is an ever-present feature of both our personal and work lives, and in the business world effective negotiators are in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most individually exhilarating and organizationally valuable aspects of business today.This Learning Short-take combines self-study with workplace activities to develop skills in successful negotiating. This Learning Short-take is particularly relevant to those who are new to negotiating, or who would benefit from a review of negotiation principles. Participants will learn how to effectively prepare for a negotiation using a real business opportunity, and will learn how to incorporate key steps and elements into the negotiation process. Participants will understand how to achieve a win/win outcome in a negotiation and will be able to differentiate positional bargaining from principled negotiation. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives Define negotiation - what it is and what it isn't. Explain the win/win model of negotiation. Differentiate between positional bargaining and principled negotiation. List the steps in preparing for a negotiation. Identify and explain the steps in the negotiation process. Define BATNA. Create a Skills Development Action Plan."

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Activity Checklist
Learning Objectives
Lets Get Started
Negotiation Variables
Variable 2 Time
Variable 3 Information
Decision Making Influencers
Negotiating Checklist for Success
Learning Journal
Skill Development Action Plan
Ideas for discussion with my manager
Commitment Power
Responding toNegotiation Tactics

Dealing With Negotiating Tactics
1 When the Other Party is More Powerful
2 When the Other Party Wont Use Principled Negotiation
Fighting Fires without Burning Bridges
Building Trust
Maintaining theNegotiation Relationship
Negotiating the Million Dollar Deal
Creative Business Thinking
Influencing for Opportunity

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About the author (2012)

Mattiske is one of Australia's leading trainers. She is a seasoned professional with over 2000 days of face-to-face training experience spanning 20 years and has run her own business, The Performance Company, for seven years. Catherine shuttles between the two TPC offices: Sydney, Australia, and Stamford, Connecticut, USA.

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