developing understanding of the parties’ interests; •

clearly asking for what you want; •

developing alternatives that enhance the possibility of reaching agreement; •

packaging of the possibilities, and •

introducing the concepts of anchoring and a zone of possible agreement. .  Sometimes, no matter how hard one tries, an agreement is not achieved.  In this case, participants will learn to develop and consider using a BATNA or the “best alternative to a negotiated agreement” before they start to negotiate.
Participants will evaluate their personal conflict resolution styles.  Case studies will reinforce the use of effective styles in negotiating and problem-solving.  Case practice includes various topics, such as a competitive job offer, committee service, salary increase and research resources.  These cases help define patterns of negotiations when choice and stress are factors.  Development of supporting data, options and packaging solutions are examined relative to these cases. 
Participants are introduced to a negotiations planning work sheet to be used in preparation for negotiations.  If time permits, attendees practice their own cases and receive coaching feedback.  Several methods of responding to difficult tactics are demonstrated and discussed.
This workshop is sponsored by the Center for the Study of Women, Science, and Technology, Office of Institute Diversity (Co-Directors: Carol Colatrella, Mary Frank Fox, Mary Lynn Realff). See www.wst.gatech.edu for more information.