Join Lisa Gates for an in-depth discussion in this video Negotiation scenario: Flex time, part of Negotiation Foundations (2012).
Now that we've explored the fundamentals of mutual benefit negotiation, we're going to …put it altogether by letting you eavesdrop on a negotiation for flex work, between Tom …and his manager, Sarah. …As the negotiation unfolds, we'll identify the strategies and tactics we explored in the course. …Pay special attention to how Tom takes things slowly, how he meets resistance with brainstorming, …and stays at the table until he has fully-framed and supported his request. …Tom: Hey! Still have a few minutes? …Sarah: Of course! Grab a chair. …Tom: Thanks! I know you've been in and out of meetings all day. …Sarah: It never ends. Tom: I know. No lunch? …Sarah: Oh, well, I'm trying to get out early. My son has a class play tonight. He is going …to be a fig tree. …Tom: (laughing) Well, you have to start somewhere. Sarah: Right. …So how is your own little one? …Tom: Olivia, oh, she is amazing. Sarah: Aw! …Tom: Yeah, she is four weeks old tomorrow. …Sarah: Ah, congrats! …Tom: Thanks! That's actually what I am here about. …
- Preparing for a successful negotiation
- Using diagnostic questioning
- Opening the negotiation
- Dealing with conflict
- Framing and anchoring the discussion
- Making concessions and asking for reciprocity
- Encouraging cooperation
Skill Level Beginner
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A: Discover more on this topic by visiting communication skills on lynda.com.