To negotiate or not to negotiate - Session 2

If Jesus Taught At Harvard Business School Podcast

In today’s session we have Ade Ojomo - a management consultant in the consulting, advisory and training space concluding the discussions around the frameworks governing the negotiation process

In the last session we looked at the following concepts:

1. Establish the terms of negotiation, outlining the scope and boundaries of the discussions.
2. Define objectives that are specific, measurable, achievable, realistic and time based
3. State what is non-negotiable and negotiable so that priorities, trade-offs and fall-back position can be understood and keep all parties on the same
4. page throughout the negotiation process
5. Understand the strength, weaknesses and interests of all parties involved in the negotiation process
6. Determine in advance what outcomes you are expecting from the negotiation process.
7. Aim for a Win-Win outcome in which all parties benefit from the discussions
8. Adopt a communication approach based on respect of all parties involved in the negotiation process.

In todays session, we shall be looking at the following:

1. The benefits of team work during the negotiation process
2. The implication of timing as a process driver for the negotiation process.
3. The role information plays in presenting your case at the negotiation table.
4. The application of power and influence in concluding the negotiation process

Chapter

1. Introduction (00:00:00)

2. Introduction to Topic (00:02:25)

3. Negotiating Team (00:04:17)

4. Timing (00:06:21)

5. Information (00:10:12)

6. Power and Influence (00:13:51)

7. Case Study (00:18:57)

8. Case Study Discussion (00:25:08)

9. Take Home Points (00:32:07)