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This PowerPoint file of 10 slides outlines a four-step process for successful negotiation. Teams will learn to

  • Discover participants’ reasons or interests
  • Invent options for mutual gain
  • Choose objective criteria
  • Reach agreement (or not)

From preparation and preliminaries to formulating a Best Alternative To a Negotiated Agreement (or BATNA), teams will learn what to bring to the negotiating table, how to listen actively and participate constructively while there, and what to do when negotiations don’t go as planned.

Figure 1: Basics of Negotiating:Based on the Harvard Negotiation Project Principles
Figure 2: Please click on the above link to download the PPT file
Download Version: Basics of Negotiating
Media File: NegotiationBasics.ppt

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