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Mastering the Art of Negotiation

To be given at various locations in 2016
by

Shirish Gupta

on 2 June 2016

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Transcript of Mastering the Art of Negotiation

Mastering the Art of Negotiation
Outliers & Questions
Wrong client
Aggressive anchor
2nd Move
First offer-final offer
Moving target
Shirish Gupta
JAMS Mediator/Arbitrator
UC Hastings Adj. Prof.
Agenda
Leverage Analysis
Interests vs. Positions
Give/Get/Guard
Le Donald
Common Mistakes
Outliers
Leverage Analysis
Positive
Negative
Normative
Give/Get/Guard
Helpful facts
Know risks
Unanswered questions
Confirm assumptions
Bottom line
Bad facts
Role Play
Common mistakes
IP
Employment
Commercial
Interests vs. Positions
Ask Questions
Why?
$ too early
Poor signaling
No game plan
Talk too much
The Trump Effect
Content
Inconsistency
Emotion
Us vs. Them
Emotion keywords
Full transcript