Negotiating Your Leadership Success

Introduction

• Welcome

1. Recognize Opportunities for Negotiating

• Why negotiation is important
• What do people negotiate about?
• Common negotiation pitfalls to avoid

2. Get Negotiations off the Ground

• How we get in our own way
• Know what you want
• How to gather information and aim high
• How to make your value visible
• Understand your bargaining power
• How to use your BATNA

3. Propose Creative Agreements

• Anchor with options
• Identify your interests, issues, and positions
• Make mutually beneficial agreements

4. Work to Build Collaboration

• Anticipate good reasons for saying "no"
• Use what you know
• How to get negotiations started
• Ask good questions
• How to advance stuck negotiations

5. How to Deal with Offensive Moves

• How people use offensive moves
• How offensive moves lead to defensiveness
• How to use turns to shift the dialogue
• Expect moves and prepare to turn them

Conclusion

• Next steps