1. Introduction
Importance of Negotiation in Group Settings
Speaker Background: Cheryl Dowie’s Professional Journey
2. Fundamentals of Negotiation
Definition of Negotiation
Key Elements of Effective Negotiation
Mutual Agreement
Cooperation and Interaction
Voluntary Process
3. Types of Negotiation Approaches
3.1. Distributive Negotiation
Definition
Win-Lose Outcomes
Characteristics and Examples
3.2. Integrative Negotiation
Definition
Win-Win Outcomes
Characteristics and Examples
4. Conflict Management Styles in Negotiation
4.1. Accommodating (I Lose, You Win)
Characteristics and When to Use
Advantages and Risks
4.2. Competing (I Win, You Lose)
Characteristics and When to Use
Advantages and Risks
4.3. Avoiding (I Lose, You Lose)
Characteristics and When to Use
Advantages and Risks
4.4. Compromising (I Win Some, You Win Some)
Characteristics and When to Use
Advantages and Risks
4.5. Collaborating (I Win, You Win)
Characteristics and When to Use
Advantages and Risks
5. Key Concepts in Negotiation
5.1. BATNA (Best Alternative to a Negotiated Agreement)
Definition and Importance
5.2. Reservation Price
Definition and Calculation
5.3. ZOPA (Zone of Possible Agreement)
Definition and Calculation
5.4. Anchoring
Definition and Use in Negotiation
5.5. Value Creation and Logrolling
How to Enlarge the Pie through Trade-Offs
6. Variables Influencing Negotiation Outcomes
6.1. Background Factors
Objectives, Environment, Market Position
Influence of Third Parties
6.2. Stages of Negotiation
Pre-Negotiation
Face-to-Face Negotiation
Post-Negotiation
6.3. Atmosphere in Negotiations
Conflict vs. Cooperation
Power Dynamics
Long-Term and Short-Term Expectations
7. Exercises and Case Studies
Practical Scenarios for Applying Different Negotiation Approaches
Group Exercises on Conflict Management Styles
8. Reading List