Negotiate to Great

Breakout 1: Roleplays— DO NOT CLICK YET PLEASE 🧐

• If you are the Buyer: https://knowmium.com/buyer

• If you are the Seller: https://knowmium.com/seller

• When you are done with your negotiation answer the questions at: https://knowmium.typeform.com/to/bbexxE

Breakout 2

Please discuss with your partners:

• What did we do well? What would we like to change next time?

• How does this relate to your work? How do you negotiate against yourselves at Macquarie?

• What questions/challenges do you have?

Breakout 3

Need the Prep Sheet? Click Here.

Please discuss with your partners:

• What makes sense? What’s helpful?

• What doesn’t make sense? What isn’t helpful?

• Why might it be useful to begin tracking/prepping just a little bit more? What’s the power of the plan?

• What small change can you make to your Macquarie planning?

DO NOT CLICK YET:

Role A: Macquarie

Role B: Data provider

Breakout 4

Conflict Assessment PDF: Click HerE.

Want to do a cultural assessment? Try here later. Now now :)

Please discuss with your partners:

• Where are you similar/different? Why?

• Did you change styles when things got harder?

• How do you think your conflict “style” is impacting your ability to deal with tension in conversations/negotiations?

• What are the positive and negative aspects of your style?

Breakout 5: Roleplays— DO NOT CLICK YET PLEASE 🧐

• If you are the Marketer A: https://knowmium.com/nyum

• If you are the Doctor A: https://knowmium.com/nyup

• If you are the Marketer B https://knowmium.com/bostonm

• If you are the Doctor B: https://knowmium.com/bostonp

• When you are done with your negotiation answer the questions at: https://knowmium.typeform.com/to/sJgiM8MK

Breakout 6

Please discuss with your partners:

• Did you find the compatible issues? Did you find the integrative issues?

• How did your BATNA (alternative) impact your final result?

• How did you try to influence each other? What techniques/strategies did you use?

• How well do you feel your partner(s) understood your needs/point of view?

• How did you sequence concessions?

• How did you build trust? Were you open to being influenced?

• How does this relate to your work?

Breakout 7

Please discuss with your partners:

• How did you see BATNA come into play?

• How was the agenda framed?

• How were SCARF issues (the human side) dealt with?

• How were trades/issues expanded to be integrative?

• How did this group move around the map?

• How did we drop the ball?

• How did we demonstrate perspective-taking?

• What do you need to change about our behaviors?

DO NOT CLICK YET:

Role A: Macquarie Tech team

Role B: Macquarie business group