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Good Afternoon

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.

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Good Afternoon

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  1. Good Afternoon Please hand in your deliverable to Brye when she arrives. Thanks.

  2. 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

  3. Learning Goals • Apply the 3 conditions of dialogue and 4 principles for getting to Yes to real-life negotiation situations • Use these concepts to negotiate more successfully

  4. Agenda • Discuss personal experiences • Review dialogue and ‘getting to yes’ • Find a bargain! • Debrief

  5. 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

  6. Dialogue as a Condition for Successful Negotiation • Mutual meaning • Respect • Purpose

  7. 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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