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The Art of Negotiating

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  1. The Art of Negotiating Creating Win/Win Situations

  2. Negotiating: • Oral Communication of Trading Goods, Services, Property or Money • We Negotiate Everything!

  3. Types of Negotiators • Aggressive Win/Lose • Passive Lose/Win • Pragmatic Win/Win (What we should do)

  4. Three Things to Keep in Mind • Power Influences People • Information needs to be available • Negotiations are usually tense situations

  5. Rules For All Negotiations • 1)If you narrow down to one issue someone has to lose. • 2)Keep several options available at all times. • 3)Do not assume that others want the same as you • 4)It will not be Win/Win if we think that they want the same things. ( Win/Win Keeps negotiations positive, moving along and straightforward.)

  6. Helpful Hints • 1.Separate people from problems. • 2.Focus on interests , not positions • 3.Generate many possibilities before deciding. • 4.Insist that the result is based on some objective standard.

  7. The Bottom Line We all want Win/Win Situations