Negotiating After Deadlock: Moving From Confrontation to Collaboration, Even After They've Said NO!

Author(s):

F. Michael Babineaux, C.P.M., A.P.P.
F. Michael Babineaux, C.P.M., A.P.P., Principal, Babineaux Educational Services and Training, Inc., 901/753/7027; Mike@BESTraining.com

89th Annual International Conference Proceedings - 2004 - Philadelphia, PA
Abstract

There are two different approaches to negotiating. One approach holds that negotiating means defending our solutions or positions, proving we are right and winning. The other approach holds that negotiating means meeting mutual, complimentary and differing needs and creating mutual understanding and acceptance. This program explains how to lead people who want to be right and win (the first view) into wanting to meet the needs of both parties (the second view). This is accomplished using four techniques designed to move a negotiation from a point of confrontation to collaboration.

Negotiating After Deadlock: Moving From Confrontation to Collaboration, Even After They've Said NO! — 17 KB (PDF)