DESCRIPTION:
World Class Negotiation Strategies
Kristen Bergeron
Jena Baird
Kevin Schwartz
Alex Mackenzie

Cast: (Jena Baird) as Diane and (Alex Mackenzie) as Jack.

Synopsis: Jack and Diane are classmates at Clemson University. Jack has had his eye on Diane for a while, and just recently decided to ask her out. At first, Diane is not interested and puts her guard up immediately. Through trial and error Jack finally utilizes the right negotiation strategy to win her over. Follow along for the end results..

Background Information:
- Setting: A classroom located on Daniel Hall in Clemson University
- Time: Spring semester 2011.
- The two actors were not acquaintances until this class.
- Both of the actors have previous experience in swimming and water sports.

World Class Negotiation Strategies:
· Plan the Negotiation
Essential steps necessary to plan your negotiation:
1. Identify all the issues
2. Prioritize the issues
3. Establish a settlement range
4. Develop strategies and tactics
· Maintain high aspirations
Seven reasons why maintaining high aspirations is critical to negotiating:
1. Do not take away your own power. The other side (TOS) may try to do this to you, but you should not do it to yourself.
2. High Initial Demands (HIDs) teach people how to treat you.
3. They lower the expectations of TOS.
4. HIDs demonstrate your persistence and conviction.
5. You can always reduce your asking offer or demand. HIDs gives you more
more room to make concessions.
6. Remember that time is on your side. Making HIDs gives you more time to learn
about your counterpart, and time heals many wounds.
7. There is an emotional imperative for TOS to beat you down. It is important for
TOS to feel that they've "won."
· Ask lots of questions, then listen with your eyes and ears.
Asking a lot of questions is vital in your negotiation, especially in the early stages. Your
primary goal is receiving information. However, effective listening is equally important to any negotiation process. Here are five tips to for effective listening:
1. Limit your own talking, listen to what they have to say.
2. Maintain eye contact.
3. Listen for emotions and watch for nonverbal cues.
4. Ask for clarification. Assume differences, not similarities, if you are unsure of
meaning.
5. Do not interrupt.
· Adopt a Win-Win Approach
The win-win approach is very effective because it helps us get what we want out of our negotiation. To achieve a win-win situation, you must tune in to the frequency with
which TOS can identify with: WIIFT ("What's In It For Them"). Achieving the win-win
approach is not easy and requires careful evaluation of both parties' overall goals, but
doing so will greatly increase your chances of success in the negotiation.
· Use language that is simple and accessible
When negotiating, especially when TOS is from a culture other then your own, it is
important to use language that is simple, and easily understandable. Phrases that include
a lot of slang and cliches should be avoided, and only the most simplified words and
terms should be used to ensure a successful negotiation.