negotiation - software craftsmanship 20141120
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NegotiationNegotiationSimon Guimezanes –
Software Craftsmanship - 20/11/2014
ISBN: 978-0-470-75008-7
Model – View - Controller
People – Problem - Process
Structuring principlesStructuring principles
Trumps for preparationTrumps for preparation
Trumps for preparationTrumps for preparation
Typical Negotiation Typical Negotiation SequenceSequence
◦ The other party is pleased (Reputation is key !)◦ The deal is better than the Solutions Away from the
Table◦ Negotiators are able to provide justifications for
stakeholders◦ The deal is sustainable◦ The deal can be implemented by the organizations◦ The deal is in line with motivations◦ The deal is within the mandate
How to know a deal is a good How to know a deal is a good deal?deal?
Usual bargaining tacticsUsual bargaining tactics
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