Introduction

Section I : Internal Negotiations

Chapter 1 : Negotiating with Co-Workers-Auditing

The New Audit System

Objectives:

• To practice the six-step negotiation process.
• To practice using a new audit system.

The Plant Manager

Objectives:

• To practice the six-step method of negotiation.
• To review the issues critical to this type of audit.

Site Audit

Objectives:

• To practice the six-step method of negotiation.
• To practice reporting on a third-party audit.

The Inspection

Objectives:

• To practice the six-step method of negotiation.
• To practice dealing with a person higher up in the organization who has more academic credentials.

The Study Report

Objectives: To practice the six-step method of negotiation.

To learn how to deal with an individual higher up in the organization—a person who has more academic credentials or who is “difficult.”

Chapter 2 : Negotiating with Co-Workers-Miscellaneous

The Subsidiary

Objectives: To practice the six-step method of negotiation.

To explore issues of boundary-role management.

The Reporting System

Objectives: To practice the six-step method of negotiation.

To practice solving a problem between co-workers.

The Affiliate

Objectives: To identify and address issues of concern to home office and subsidiaries.

To illustrate the Successful Negotiator model.

The Fisher Hotel

Objectives: To practice the six-step method of negotiation.

To practice negotiating with a co-worker when commitments have been made.

Chapter 3 : Negotiating with Co-Workers-Engineering

Division/Corporate Headquarters

Objectives: To explore the relationship between corporate headquarters and local engineering groups.

To practice the complete six-step model for negotiation.

Engineering Changes

Objectives: To illustrate either the Issue Identification step or the entire six-step Successful Negotiator model.

To learn how to deal with changes to an already agreed-upon plan.

Chapter 4 : Negotiating with Co-Workers-Teams

The New Project Manager

Objectives: To illustrate the Successful Negotiator six-step model.

To illustrate the specifics of a contracting discussion between a team leader and a new project manager.

The Co-Leaders

Objective: To illustrate the six-step Successful Negotiator model.

The Team Member

Objectives: To practice the six-step Successful Negotiator method.

The Difficult Member

Objectives: To practice the six-step Successful Negotiator method.

To practice Issue Identification.

The Beta Project

Objectives: To practice the six-step Successful Negotiator method.

To practice how to deal with a difficult situation involving members of a team and leaders.

The Difficult Discussion/Meeting

Objectives: To explore the issues involved in having a difficult conversation with a co-worker.

Section II : External Negotiations

Chapter 5 : Negotiating with Vendors

The Contract Manufacturer

Objectives: To practice the six-step Successful Negotiator method.

To learn how to deal with a contractor who has failed to meet his/her obligations.

Bad News

Objectives: To practice the six-step method of effective negotiation.

To learn how to deal with “bad news.”

The Photographer

Objectives: To practice the six-step method of effective negotiation.
To practice dealing with difficult individuals.

The Final Report

Objectives: To practice the six-step method of effective negotiation.

To explore what options are available when a contractor we have engaged fails to meet commitments.

To practice clearly describing our feelings and concerns.

The Market Research Study

Objectives: To practice the six-step method of effective negotiation.

To practice Issue Identification.

To practice dealing with a problem situation.

New Staff

Objectives: To practice the six-step method of effective negotiation.

Clean Data File

Objectives: To practice Issue Identification.

The Late Reports

Objectives: To practice dealing with poor vendor performance.

To practice either the complete six-step negotiation method or the Issue Identification step.

Wrong Work

Objectives: To practice the six-step method of effective negotiation.

To practice dealing with incorrectly completed work.

The Telephone Call

Objective: To practice Issue Identification.

Support Materials : Include

Skill Identification Worksheet

Planning Worksheet Summary

Negotiation Planning Worksheet

The Successful Negotiator Observer Worksheet

Practice Negotiation Debriefing Worksheet

Bibliography