How to Handle Relationship Differences
In this video, you’ll see two mates negotiate their relationship. What would you do in this situation?
How to Separate Relationship and Content
In this video, you’ll see a more strategic approach to separating the relationship and content dimensions of a negotiation. What are the risks/benefits of this approach?
What Not to Do: Unconstructive Response
In this video, you’ll see an aggressive reaction to a relationship issue. What are the risks/benefits of this approach?
Setting the Scene: Relationship
In this video, you’ll see an example of a relationship issue that gets in the way of a negotiation. How would you react in this situation?
Setting the Scene: the Threat
In this video, you’ll see an example of a threat. How would you react in this situation?
How to Use Your BATNA
In this video, you’ll see an example of how to acknowledge the BATNA (Best Alternative to a Negotiated Agreement) and reality test the BATNA. How does the CMA representative do this?
What Not to Do: Unconstructive Response
In this video, you’ll see the CMA representative react to a threat with a counterthreat. What are the risks/benefits of this approach?
Setting the Scene: Salary Negotiation
In this video, you’ll see another positional statement – this time, in relation to salary. How would you react in this situation?
How to Use Standards
In this video, you’ll see an example of how to ask for and explain objective standards. How does the employee open up the conversation about her salary? What are some of the risks involved in this approach? How could you mitigate those risks?
How to Brainstorm Options
In this video, you’ll see an example of how to explore many options before committing. How does the CMA representative set up the conversation? And how does he keep it going, to avoid settling on a solution too quickly?