Principled Negotiation
Listen to this video as a podcast.
Discover how to prepare, participate and debrief from a negotiation.
Explore the circumstances, behavior and outcomes of five negotiating styles.
Improve your understanding of how to conduct an interest-based or principled negotiation. Consider the benefits of this negotiation technique to community collaboration and partnership management.
Discussion Questions:
- How might a negotiation provide an opportunity for education and relationship building?
- Describe what types of situations would lead you to choose the following negotiation styles: Avoid, Accommodate, Compete, Compromise, Collaborate.
- Think of a recent negotiation with a partner. What was the partner’s negotiation style? How did that match up with yours?
- How might you use the concept of Position vs Interests to move a conversation forward that seems to be stuck? How would you break down your own “position” to discuss your agency’s underlying needs?
Interests versus Positions: The Story of the Orange
Listen to this video as a podcast.
Is compromise a win-win for both parties?
Explore the difference between Interest and Positions.
Ask “why” and not “what” a person or organization wants or needs to move forward.
Discussion Questions:
- Have you experienced the Story of the Orange: a situation where a compromise did not lead to the best outcome for each party?
- What would have been a more collaborative solution?
Presenter: Denis Desmarais
Negotiation and Collaboration Instructor, Partnership and Community Collaboration Academy
