Negotiation: The process in which two or more participants attempt to reach a joint decision on matters of common concern in situations where they are in actual or potential disagreement or conflict.
Negotiation Strategies:
Distributive : Win-lose, zero-sum, claiming all profit or maximum share for oneself
Integrative : Creating value and finding solutions that best meets all of the needs of the parties
Mixed-Motive : Meeting the needs of all or most of the parties and then claiming an appropriate share for oneself
Negotiation Styles:
Competitive : Trying to gain all there is to gain
Accommodative : Willing to yield and accommodate
Avoiding : Trying to stay out of the negotiation/conflict
Compromising : Trying to split the difference or find an intermediate point
Collaborative : Trying to find the maximum possible gain for both parties—carefully exploring the interests of all of the parties.
Negotiation Terms:
BATNA/Reservation Point: The Best Alternative To a Negotiated Agreement (BATNA). The point beyond which a party will not continue to negotiate.
Positions vs Interests: A position is what you say you want or must have. Positional bargaining is usually distributive. An interest is an object or need, and a reason why you want what you want.
In a negotiation it is important to distinguish between positions and interests (both yours and the other party’s).

1) Pre-negotiation Preparation and Planning:
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Collect relevant facts and information
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Understand what is at stake in the negotiation
 Ask yourself, “What are you trying to achieve?” and “What is the other party trying to achieve?”
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Understand and evaluate the relationship between the parties. Understand who you are negotiating with.
 Determine your target and your BATNA, as well as the other party’s target and
BATNA
2) Formal Negotiation a.
Orientation and Initial Relationship b.
Information Exchange c.
Initial Proposals d.
Narrowing of Differences
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Form an agenda to cover with the other party
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Discuss both parties positions and interests
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Develop initial proposals
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Narrow differences and find options for mutual gain
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Ensure consideration of all available information
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Manage conflict effectively
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Focus on your strengths and bargaining power in order to help effectively steer the negotiation toward a positive process
3) Agreement
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Plan to finalize a deal
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Be prepared to compromise at times
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Select the best solution
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Develop an action plan and implementation plan
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Evaluate the outcomes and process