NegotiationNegotiationSimon Guimezanes –

Software Craftsmanship - 20/11/2014

ISBN: 978-0-470-75008-7

Model – View - Controller

People – Problem - Process

Structuring principlesStructuring principles

Trumps for preparationTrumps for preparation

Trumps for preparationTrumps for preparation

Typical Negotiation Typical Negotiation SequenceSequence

◦ The other party is pleased (Reputation is key !)◦ The deal is better than the Solutions Away from the

Table◦ Negotiators are able to provide justifications for

stakeholders◦ The deal is sustainable◦ The deal can be implemented by the organizations◦ The deal is in line with motivations◦ The deal is within the mandate

How to know a deal is a good How to know a deal is a good deal?deal?

Usual bargaining tacticsUsual bargaining tactics