PODCAST “The Art of

Negotiation”

Ana Alice Antunes Haddad – 15650Caroline Ferreira Braga – 15970Ivan Ribeiro – 15681Pedro Ivo Cardoso – 15674Rodrigo Cabral - 13738

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

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

REFERENCES PODCAST: The art of

Negotiation, Stan Christensen

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