Negotiate as Navigation

BREAKOUT

Step 1: Choose who is the buyer and seller.

Step 2: Click on your link below (buyer or seller). You have 5 minutes to read your briefing. Please only read your side of the negotiation. Please do NOT discuss the negotiation during the reading time.

Cat Street Market:

Step 3: When your trainer says GO, start negotiating. You will have about 10 minutes. Please be ready to share:

a) What was the final agreement?
b) What was the first offer? Who made the first offer (buyer or seller)?
c) What was the next offer? Who made it?
d) What other factors influenced your negotiation?



BREAKOUT

Style Assessment: here

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

Planning Template: 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 planning?





BREAKOUT

Step 1: You will be in either New York (Group A) or Boston (Group B). Choose who is the Doctor and Marketer.

Step 2: Click on your link below (Doctor or Marketer). You have 5 minutes to read your briefing. Please only read your side of the negotiation. Please do NOT discuss the negotiation during the reading time.

Doctor & Marketer:

Discussion

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

  • How did your BATNA 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?