Negotiating Win/Win

Lab managers need to make a wide range of decisions on many different topics. Some of these decisions will need to be negotiated with staff, customers, and vendors. To build strong, long-term relationships, both sides will need to seek to understand the real needs of the other and negotiate for a win/win outcome.

Learning Outcomes:

• Understand the fundamentals of negotiating and the benefits of negotiating for win/win outcomes,
• Identify ways to seek and understand needs,
• Explain actions that help negotiating win/win outcomes,
• Illustrate ways to break a deadlock during a negotiation,
• List ways to recognize adversarial negotiating techniques.

Lab managers need to make a wide range of decisions on many different topics. Some of these decisions will need to be negotiated with staff, customers, and vendors. To build strong, long-term relationships, both sides will need to seek to understa...