Negotiation Fundamentals Lesson 3.1 << PREV NEXT >> Principles of Value Creation Part 1: Negotiation Fundamentals Lesson 1.1 | What is Negotiation?Lesson 1.2 | The Basics: BATNA, RP, TPLesson 1.3 | Distributive NegotiationLesson 1.4 | Strategic ConcessionsLesson 1.5 | Interests, Power, Rights Part 2: Planning for a Negotiation Lesson 2.1 | Negotiation MappingLesson 2.2 | The Planning DocumentDOWNLOAD | Planning Doc TemplateLesson 2.3 | Scoring SystemsLesson 2.4 | The First Offer Part 3: Integrative Negotiation Lesson 3.1 | Principles of Value CreationLesson 3.2 | The Pareto FrontierLesson 3.3 | The Negotiator’s Dilemma Part 4: Finding Integrative Solutions Lesson 4.1 | Multiple Simultaneous Offers (MESOs)Lesson 4.2 | Contingency ContractsLesson 4.3 | Why Structured Communication Part 5: Communication to Build Understanding Lesson 5.1 | Intro to Structured CommunicationLesson 5.2 | Using Structured CommunicationLesson 5.3 | Listening to UnderstandLesson 5.4 | Speaking to be Heard Part 6: Managing Groups and Multi-Stakeholder Situations Lesson 6.1 | Facilitative Approach to Problem SolvingLesson 6.2 | Three Phases of DecisionsLesson 6.3 | How to Run a MeetingLesson 6.4 | BrainstormingLesson 6.5 | The Facilitators Toolkit Bonus Material: Negotiation and Cognitive Biases Lesson B.1 | Top 5 Cognitive BiasesLesson B.2 | De-biasing your NegotiationLesson B.3 | More Cognitive BiasesLesson B.4 | A Technical Definition of Bias