Good Afternoon - Pennsylvania State University

Good Afternoon - Pennsylvania State University

Good Afternoon Please hand in your deliverable to Brye when she arrives. Thanks. Continuing with the Broker Role within the Open Systems Model The political skills to represent your unit or organization

To get the resources you need Learning Goals Apply the 3 conditions of dialogue and 4 principles for getting to Yes to reallife negotiation situations Use these concepts to negotiate more successfully

Agenda

Discuss personal experiences Review dialogue and getting to yes Find a bargain! Debrief Thursday Q-Sort Technique exercise

No new lecture Will build more on 3 conditions of dialogue and 4 principles of getting to yes Homework is to prepare your individual priorities

Dialogue as a Condition for Successful Negotiation Mutual meaning Respect Purpose 4 Principles for Getting to Yes

Separate the people from the problem Focus on interests, not positions Generate a variety of possibilities before deciding what to do Use objective standards

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