Principled Negotiation

Click here to listen to this video as a podcast. 

Listen in iTunes.

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:

1. How might a negotiation provide an opportunity for education and relationship building?

 

2. Describe what types of situations would lead you to choose the following negotiation styles:

  • Avoid
  • Accommodate
  • Compete
  • Compromise
  • Collaborate

 

3. Think of a recent negotiation with a partner. What was the partner's negotiation style? How did that match up with yours?

 

4. 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?

 

The Story of the Orange

Click here to listen to this video as a podcast. 

Listen on iTunes.

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 Question: 

Have your 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?

 

Denis Desmarais

Denis Desmarais

Negotiation and Collaboration Instructor
Consultant-in-Residence 
Partnership and Community Collaboration Academy

© 2018 All rights reserved.