Good Afternoon

Please hand in your deliverable to Brye when she arrives. Thanks.

Continuing with the Broker Role

… within the Open Systems Model

• The political skills to represent your unit or organization

– To get the resources you need

Learning Goals

• Apply the 3 conditions of dialogue and 4 principles for getting to Yes to real-life negotiation situations

• Use these concepts to negotiate more successfully

Agenda

• Discuss personal experiences

• Review dialogue and ‘getting to yes’

• Find a bargain!

• Debrief

Thursday

• Q-Sort Technique exercise• No new lecture• Will build more on 3 conditions of

dialogue and 4 principles of getting to yes

• Homework is to prepare your individual priorities

Dialogue as a Condition for Successful Negotiation

• Mutual meaning

• Respect

• Purpose

4 Principles for Getting to “Yes”

• Separate the people from the problem

• Focus on interests, not positions

• Generate a variety of possibilities before deciding what to do

• Use objective standards