Senior School, San Francisco, CA

6/8/19

Negotiation Styles (Thomas-Kilmann)

o Competing o Accommodating o Collaborating o Compromising o Avoiding

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Negotiation Matrix

Your Needs

Their Needs

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Your Assets

Their Assets

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Incentives/Concessions

Incentives/Concessions

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Your BATNA*

Their BATNA

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*BATNA is Best Alternative for a Negotiated Agreement

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