Understanding how we go about navigating situations in order to make clear what we desire and how to get it, is the basis for the study of becoming better negotiators.

1. Negotiation
Its value in a changing world

2. Negotiation
• The preeminent form of
making decisions.

3. Leadership and Management
• As the world changes,
negotiation is becoming
the primary form of
decision-making.
– John Naisbitt and
Patricia Aburdene
– Co-authors of
Megatrends 2000

4. Management & Leadership
• Communicate
– Vision
– Mission
• Decision Making
– Buy in
– Commitment
• Negotiate

5. Decision Structure
Old
• Patriarchy
• Centralized
• Autocracy
• Hierarchy
• Dictate
New
• Equality
• De-centralized
• Autonomy
• Flat/Networks
• Negotiate

6. People Skills

8. Problem Solving/Avoiding

9. Iterative

10. Buy in

11. Common Interests

12. BATNA

13. Domains
• Family
• Work
– Transactions
– Deal making
– M&A
• Politics
• Law and legal disputes
• Trade
• International Relations
• Diplomacy

14. Hierarchy
• Top down decision
making
• Boss dictates
• Rule based
• Managing:
– Up
– Down
– Laterally

15. Networked
• Cooperation
• Buy in
• Management by
agreement
• Managing:
– Up
– Down
– Laterally
• Vision/Mission
• Negotiation

16. It is a question of Power
• And influence
• From your perspective,
in your life situations
and encounters: how do
you meet your needs
and self interests and
those you are aligned
with
– Family
– Friends
– Company

17. Past life
• In a past life I must have
been a king, because I
like it when people do
as I say and want.
• Hierarchical approach

18. We are all Negotiators
• Sell or buy:
– a bicycle
– Apartment
• Where to go:
– to dinner
– Vacation
• What movie to watch
• Salary

19. Global

20. Pick a Negotiation
• From history
• From current events
• Business
• International relations
• Trade
• Arbitrated
• Legal
• UN WTO

21. Analyze
• Expand the options
• Might there be a better
agreement that was not
explored or achieved?
• Zero Sum Games

23. Explore & Expand Options
• All ships rise on a rising
tide
• Slices of a bigger pie
• What are the interests
of both sides?

24. John Cousins
jjcousins@gmail.com
@jjcousins