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Feedback from the negotiations we did. Would have been good to have the other party do a survey to give feedback (or have an observer)

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Feedback from the negotiations we did. Would have been good to have the other party do a survey to give feedback (or have an observer)

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Might have been cool to read a bit more about real-life negotiations

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Might have been cool to read a bit more about real-life negotiations

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Would have got a lot out of one extra practice learning how to change power balance or use moves and turns if we're on the backfoot

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When to Negotiate, When Not to Negotiate

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When to Negotiate, When Not to Negotiate

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Practicing different styles of negotiation to ensure you can handle various scenarios. Can't always be a shark.

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There's wild variation in results based on how people interpret their role and their position

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Are the FBI negotiators taught different techniques to the corporate world.

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How to get non-integrative minded people along

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How to get non-integrative minded people along

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'Strong negotiators' seem to present themselves are hard-bargainers, when this course has shown this stereotype is 'Power' based, not integrative and only play 'bad cop'. So how strong are they really - maybe just arrogant.

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'Strong negotiators' seem to present themselves are hard-bargainers, when this course has shown this stereotype is 'Power' based, not integrative and only play 'bad cop'. So how strong are they really - maybe just arrogant.

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You recommended some books could you please put up a list.

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LISTEN to not only what is being said but also to the intent and underlying meaning. 

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LISTEN to not only what is being said but also to the intent and underlying meaning. 

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PROBE for more information

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Focusing on your own interests, collaborate but don't compromise

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Focusing on your own interests, collaborate but don't compromise

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Know when to walk away and don't just make a deal for the sake of it.

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Its not just economic interests that are important

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Its not just economic interests that are important

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Concepts: Congruent, Integrative and Distributive issues

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Concepts: Congruent, Integrative and Distributive issues

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How issues can in fact add values to both or more parties, instead of being only distributive

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clarity around the 3 types of issues in your scoring system so that you can organize and sequence the negotiation accordingly

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clarity around the 3 types of issues in your scoring system so that you can organize and sequence the negotiation accordingly

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focusing on Aspirational instead of BATNA in the negotiation 

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focusing on Aspirational instead of BATNA in the negotiation 

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Form alliance and establish common ground 

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Form alliance and establish common ground 

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Power plays can be good in a one off but don't always lead to good outcomes in the long run

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Power plays can be good in a one off but don't always lead to good outcomes in the long run

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Use of points grip method to identify and address deal breakers

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Use of points grip method to identify and address deal breakers

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Use creativity and lateral thinking to expand the pie

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Use creativity and lateral thinking to expand the pie

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structured tool for quantifying interests in negotiation

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structured tool for quantifying interests in negotiation

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Generally used alongside a points grid otherwise hard to determine which are you MESO's!

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Generally used alongside a points grid otherwise hard to determine which are you MESO's!

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Test your points grid once you've made it

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Test your points grid once you've made it

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Over time the value creation approach yields better outcomes.

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Over time the value creation approach yields better outcomes.

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Simulations which enabled role play across the spectrum of negotiations

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The ability to test the weightings and the importance of certain parts of the deal for the counter-party

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The ability to test the weightings and the importance of certain parts of the deal for the counter-party

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Gives a true position of all parties to use for the basis of the negotiation

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Gives a true position of all parties to use for the basis of the negotiation

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Revise your point grid if it doesnt work 

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Revise your point grid if it doesnt work 

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Understanding the power of multiple offers

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Understanding the power of multiple offers

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(in terms of achieving an integrative outcome, intuition implies that a good relationship will get you there, but Thompson proved that it generally results in sub part outcomes with value left on the table.

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Interest / Rights / Power Based Negotiation

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Interest / Rights / Power Based Negotiation

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Having Integrity in your negotiations to ensure future value

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Having Integrity in your negotiations to ensure future value

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Ensure integrative negotiation to build actual value and future value

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Leveraging high position and low position 

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Leveraging high position and low position 

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Staying true to your preparation through the negotiation

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Staying true to your preparation through the negotiation

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Sharing information to obtain information - quicker to understand interests and priorities 

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Sharing information to obtain information - quicker to understand interests and priorities 

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Being clear on difference between reservation and BATNA

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Being clear on difference between reservation and BATNA

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One of the cases allowed us to group like minded roles together before we went off individually which made me think about different approaches

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Documenting & thinking about all other parties positions

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Documenting & thinking about all other parties positions

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Prep doc + Points Grid + Stakeholders mapping

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Prep doc + Points Grid + Stakeholders mapping

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Differences in negotiating style between high-powered and low-powered people

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Differences in negotiating style between high-powered and low-powered people

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Having a mixture of remote and face 2 face whilst not planned will help us in the real 'COVID' world

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Having a mixture of remote and face 2 face whilst not planned will help us in the real 'COVID' world

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Logic Lenses brought interesting dimensions crucial to dealing with cultural, ego & other intrinsic differences, norms & preferences

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Logic Lenses brought interesting dimensions crucial to dealing with cultural, ego & other intrinsic differences, norms & preferences

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influencing different parties with different contexts

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Claiming value, Creating value and Maintaining the relationship

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Claiming value, Creating value and Maintaining the relationship

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Being visual in assessing options

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opening communication and working through options