Ldrs400

Welcome to Topic #8

Topic # 8 – Getting to Yes – Part 1

• Principles of Negotiation Explained

• Creating a win/win through Principled Negotiation

• Overcoming resistance and opposition in negotiation

• Putting the four principles to use

Video: Getting to Yes - Summary

Reading: Part I – the Problem Don’t bargain over positions

From Movie: Intolerable Cruelty it’s a negotiation!! – Positional Bargaining

From Readings: Part II – the method (chapter 2- 5)

Readings: Part II

Video: CBN – Negotiate as if your life depends on it

Chris Voss Interview

Video: Chris Voss – 3 Tips on Negotiation

Assignments for next class

• Read Getting to Yes by Ury, Fisher & Patton (2011) (Part III: Chapters 6-8 & Part IV: Conclusion)